Home Sales and Negotiation Words That Change Minds

Learn the key ideas of the book by Shelle Rose Charvet

Words That Change Minds

Communicating using the language of influence

Everyone communicates through a series of filters that are shaped by their past and by their own personal identity. The Language and Behavior Profile (LAB Profile®) described in Words That Change Minds, is a powerful tool that enables us to understand, predict and influence other people, by decoding the language they use, so that we can communicate with them in a way that is persuasive and has maximum impact, without needing to resort to manipulation.

Words That Change Minds
Read in 24 min.
Listen in 30 min.

LAB Profile®: a tool that allows you to adapt your language to other people’s ways of thinking for high impact communication

Every human being communicates through a series of filters formed by their past, their identity, their perceptions and interpretations. Each of us has our own way of thinking, and processing data. We use these mind structures naturally, with both our spoken language and our body language, and people respond immediately when someone speaks to them in their own language. LAB Profile® - Language and Behaviour Profile, is a powerful tool that allows you to understand, predict and influence people’s behaviour, decoding the language that they use and adapting your own language accordingly. It was developed in the early eighties in the NLP environment, and is based on a series of models called Meta programs, and on specific questions, based on which, people’s unconscious patterns are revealed in the language that they use, regardless of what they actually say. These questions can be used in casual conversations or inserted into formal surveys. There are two types of Meta Programs: Motivational Models or Traits, meaning the structures that indicate what a person needs to become motivated in a certain context, and Working Traits or Operational Traits, which describe a person’s internal mental processing, their stress response, and the type of environment that makes them more productive. There is a specific influencing language which corresponds to each of these patterns, which allows you to adapt your own language to the other person’s pattern, to allow for maximum impact when communicating. Behavioural predictions are only valid when they are made in the same context in which the subject was profiled.


The key ideas of "Words That Change Minds"

LAB Profile®: a tool that allows you to adapt your language to other people’s ways of thinking for high impact communication
Action or reaction? The first motivational pattern distinguishes between proactive and reactive types
The criteria or ‘HOT BUTTONS’ in the second motivational pattern
Toward or away from? The third motivational pattern identifies the direction of someone’s motivation
The fourth motivational pattern: is the source of motivation internal or external?
Fifth motivational pattern: looking for new options or following procedure
The sixth motivational pattern and attitude towards change
Attention to detail or the full picture? The area of interest is the first of the productivity models or operational traits
Attention to self or to others? The second productivity pattern
Emotional or rational? The third productivity pattern looks at stress response
Independent or cooperative? The fourth pattern looks at productive style in relation to the environment
How important are relationships at work? The fifth productivity pattern
Sixth productivity pattern: rule structure for us and for others
Seventh and eighth model: in what way and through which sensory channel are people persuaded
Take-home message

Try 4books Premium for free!