Words That Change Minds: The 14 Patterns for Mastering the Language of Influence

by Shelle Rose Charvet

Influencing & Persuading, Negotiating, Leadership, Conflict Resolution, Sales and Customer Service.

LAB Profile® methodology to diagnose and

develop solutions to any communication problem.

present and desired organizational cultures in

determine the appropriate change methodology for maximum sustainable

identify communication patterns within the team and between this team and others,

first six categories in the LAB Profile® will show you how different people trigger their motivation and what language you will need to use to capture their interest.

each Pattern is described in its pure form.

What is your LEVEL of activity? There are two Patterns:

Proactive mode initiate. They tend to act with little or no consideration, to jump into situations without thinking or analyzing.

Reactive mode, people tend to wait for others to initiate or until the situation is right before they act.

believe in chance and luck.

wait for others to initiate and then respond.

reasonable to assume that the person you are profiling is in the middle,

attention to the person's sentence structure and body language, as they will be giving you their Pattern throughout your conversation:

positions that require taking the initiative,

work well in outside sales,

highly Proactive person, ask the applicants to phone instead of sending in a résumé. (Reactive

Reactive Pattern in the work Context

allow them to respond to...

research and analytical jobs need someone who can spend a lot of ...

Most people and most positions have a mixture of ...

To what degree will this person need to take the initiative?

How much of the job consists of responding, analyzing, or depending on the actions of others?

strong Proactive Pattern at work will be impatient with bureaucratic delays or

internal politics, and may even go outside of their bounds, stepping on others' toes to get things done.

you will need to channel their energy in appropriate directions.

If they don't have opportunities to use their high level of energy, they will become frustrated or bored, and as a result may use their initiative in unproductive ways.

You may need to remind them to think bef...

Put them in a situation that they disl...

Reactive Pattern at work will generally not take the initiative and will feel stressed or anxious when asked to do so.

motivate Reactive people by matching their Pattern. "Now

Chances are that they will be waiting for someone else to solve problems or make improvements for them.

they will need to think and do, respond and initiate.

tasks and responsibilities that allow enough of each.

use both sets of Influencin...

Proactive purchasers want to buy right away.

Reactive people will be more likely to buy if you suggest that this is what they have been waiting for,

"Haven't you waited long enough to get what you really want?"

"Once you have this, you'll unders...

is the term we use to describe a person's way of making distinctions about

Confronting a person is probably counter-productive.

stop and acknowledge them and/ or their Criteria without any caveats.

test (a comparison of the results of 2 marketing approaches) with the strategy

three of the most powerful words in human communication:

what will trigger them into doing something, such as setting goals.

"How does this activity fit in with what I want to accomplish?"

Toward preference

he is highly motivated to do whatever it takes

freedom to