Speak to the Need Part 4
I’ve covered the four communication needs, action, accuracy, approval and appreciation, and shared with you how these needs get communicated through the style or structure by which a person speaks. In previous posts I wrote about the need for action and for accuracy, and the need for approval. Today we’ll cover the need for Appreciation
Appreciation = Energy and enthusiasm
The person with a need for appreciation will speak directly and enthusiastically. Using exclamations and personal stories this person works to grab attention and evoke feelings, in order to hold the spotlight of your attention (and by inference, your appreciation for what they have to say.)
“I feel that we ought to do this, and I’ll tell you why. I’ve given this a lot of thought, because it’s important to me. “
“And it ought to be important to you, too, because after all, there’s a time and place for it, and this is that time, and this is that place.”
And you may be wondering why they’re going on and on about it. Blending reveals that when a person is direct and enthusiastic, you want to be direct and enthusiastic in your communication with her.
As I have suggested, the best way to apply communication needs-style approaches in your efforts to make your persuasive communication more powerful is to practice.
Practice delivering your persuasion proposition using all four of these communication need-styles: action, accuracy, approval and appreciation.
Your Persuasion Efforts
Once you hear where someone is coming from…, you have a vector of approach for your persuasion efforts.
1) When dealing with action-focused communication, just cut to the chase.
2) When dealing with accuracy driven communication, go step by step, and do not require any leaps of faith.
3) When dealing with approval seeking communication, be considerate and patient, and use relationship language, like ‘we’, ‘us’, ‘you and me’, and ‘the team’.
4) When dealing with appreciation-centered communication, use acknowledgement and enthusiasm to create a spotlight effect with your words.
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Rick is a best selling author and the founder of the Art of Change Skills for Life. His book titles include, Dealing with People You Can’t Stand: How to bring out the best in people at their worst, Life by Design and Influence and the Art of Persuasion. These days he is spending quality time away from the spotlight enjoying the company of his wife and practicing his electric guitar.