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The Ultimate Book of Influence: 10 Tools of Persuasion to Connect, Communicate, and Win in Business by Chris Helder

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Part III: Reading people

The third part of this book will allow you to play detective. Being able to read people works on the premise that most people are so consumed with their own lives that they never really look around and see the people around them. For that reason, you can become very influential just by reading the room and understanding what is driving each of the people there.

Two tools are presented in this section of the book. The first tool takes a look at the different personality types. Personality profiling has been done for thousands of years, and there are many different types of personality profiles out there. For instance, there are very popular programs, such as the DiSC program or Myers-Briggs. Carl Jung made the distinction between thinkers and feelers. Others have made similar distinctions. I’m sure you could spend the next couple of years studying the different types of personality studies and profiles out there.

I am going to share with you four different personality types that everyone displays at different times in different contexts. My proposition is to take this concept and make it very simple so that you can use it in the process of influencing others. This is designed for you to have a greater awareness of what makes the people in your life tick and how to communicate with them in the way they want to be communicated with. It is something I use all the time to influence ...

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