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Getting Your Ideas Across
By: Brian Tracy
Over the years,
I’ve learned that fully 85 percent of what you accomplish in your career
and in your personal life will be determined by how well you get your message
across and by how capable you are of inspiring people to take action on
your ideas and recommendations.
You can be limited in other respects by education, contacts and intelligence,
but if you can interact effectively with others, minute by minute and hour by
hour, your future can be unlimited. I an going to share with you some ideas,
techniques and skills that you can use to accelerate your progress toward power
communication. But first, there are two major myths about communication that
must be dispelled.
The first myth, which many people believe, is that because they can talk, they
can communicate with others. Men especially, according to the research, think
that by speaking louder and faster, they’re more effective in dealing with people.
Many people think that because they have the gift of gab, because they have no
problem talking to others on any subject that comes to mind, they’re good communicators.
Often, exactly the opposite is true. Many people who talk a lot are often poor
communicators even terrible communicators. Many people in sales and business
think that being able to string a lot of words together in a breathless fashion
makes them excellent at getting a message understood by others. However, in most
cases, those people are seen as boring or obnoxious, or both.
Let me say this slowly and clearly: The ability to talk is not the same as the
ability to communicate. As I will discuss later, the ability to communicate is
the ability both to send and to receive a message. The ability to communicate
is the ability to make an impact on the thoughts, feelings and actions of someone.
Many people who consider themselves excellent talkers are not very effective
at all in this regard.
So let’s dispel the first myth, the myth that talking is equal to communicating.
Don’t allow yourself to become complacent. The ability to talk to one or more
persons is only the basic requirement for communication. It’s the starting point.
It’s the jumping-off place. Effective communication is something else again.
The second myth about effective communication is that it’s a skill that people
are born with. Either you have it or you don’t have it. If you’re not extroverted,
gregarious and outgoing, you don’t have what it takes to be a good communicator.
Again, nothing could be further from the truth. Communication is a skill that
you can learn. it’s like riding a bicycle or typing. It takes time and practice,
over and over. But if you’re willing to work at it, you can rapidly improve the
quality of every part of your life, as you will soon see.
Communication requires both a sender and a receiver. The process of communication
happens rapidly, and this same process takes place whenever two or more people
exchange ideas. First, the sender thinks of an idea or image that he or she wishes
to convey to the receiver. The sender then translates the idea or image into
a form, or words, either written or spoken. Those words constitute the basic
message that is transmitted to the receiver. The receiver catches the words,
like a baseball player catches a baseball, and then translates the words into
the ideas and pictures that they represent in order to understand the message
that was sent.
The receiver then acknowledges receipt, and replies by translating his or her
ideas and pictures into words and transmitting them to the sender. When the message
has been sent and the receiver has acknowledged receiving it by transmitting
a response that the sender receives, accepts and understands, the communication
is complete. If this sounds complicated, it is. Probably 99 percent of all the
difficulties between human beings, and within organizations, are caused by breakdowns
in the communication process. Either the senders do not say what they mean clearly
enough, or the receivers do not receive the message in the form in which it was
intended.
An enormous number of factors can interfere in any communication, and every one
of them can lead to a distortion of the message in some way. Probably every problem
you’ll ever have will be somehow associated with a failure or breakdown in the
communication process. Let me explain. According to Albert Mehrabian, a communications
specialist, there are three elements in any direct, face-to-face communication:
words, tone of voice and body language. You’ve probably heard that words account
for only 7 percent of the message, tone of voice accounts for 38 percent of the
message, and body language accounts for fully 55 percent of the message. For
an effective communication to take place, all three parts of the message must
be congruent. If there is any incongruency, the receiver will be confused and
will tend to accept the predominant form of communication rather than simply
the literal meaning of the words.
Very often, you will say something that you feel is innocuous to a person and
he will be offended. When you try to explain that you felt the words you used
were inoffensive, the person will tell you that your tone of voice was the issue.
The third ingredient of communication, body language, is also very important.
The way you sit or stand or incline your head or move your eyes, relative to
the person with whom You’re communicating, will have an enormous effect on the
message received.
For example, you can dramatically increase the effect of your communications
by leaning toward the person You’re speaking with. If You’re sitting down, this
is easy. If You’re standing up, you can accomplish the same effect by shifting
your weight forward onto the balls of your feet and leaning slightly toward the
person You’re talking to. When you make direct eye and face contact with the
person, combined with focused attention, you double the impact of what You’re
saying.
In fact, one of the easiest ways for you to break off a conversation, almost
like knocking a needle off a phonograph record, is by just turning away from
a person and looking into the distance when he is speaking. That will usually
abruptly cause the person to stop speaking. He will feel that he’s just been
abandoned in the middle of the conversation.
So your choice of words is important, but even more important is your tone of
voice and your body language. The better you can coordinate all three of those
ingredients, the more impact your message will have, and the greater will be
the likelihood that a person will both understand it and react the way you want
him to.
you’ve heard the saying that God gave man two ears and one mouth, and in conversation,
you should use them in those proportions. Truer words were never spoken. The
best communicators are excellent listeners. The worst communicators are continuous
talkers. In fact, often the most important part of the message is the part that
is conveyed by the pauses you make between thoughts and ideas. The message is
conveyed in the silence that takes place during the lulls in conversation. All
master communicators have learned to be comfortable with silence. Remember that
a person can absorb only a certain amount of information, as ground can absorb
only a certain amount of water. If you pour too much water onto the ground, it
will form into puddles instead of soak in. A person’s mind is very much the same.
If you don’t give someone an opportunity to absorb what you’re saying, by pausing
and waiting quietly and patiently, he will be overwhelmed by the continuous stream
of thoughts and ideas, and often will distort the message and miss the point.
One of the most vital requirements for effective communication, especially with
important messages, is preparation. Preparation is the mark of the true professional.
The late Coach Paul “Bear” Bryant of the University of Alabama football team
was famous for saying, “It’s not the will to win but the will to prepare to win
that counts.” In all communications, the will to prepare in advance of talking
and interacting with people is the key to achieving maximum effectiveness.
In high school and college debating, where the individuals and teams are judged
on the effectiveness of their ability to get their ideas across and to win their
points, they’re taught to prepare exhaustively. Especially, they’re taught to
prepare the debate from the point of view of the opposition before they prepare
their own arguments. Lawyers were taught to do this in law school. Before they
go into court, lawyers think through every possible piece of evidence or information
that favors the opposing party. They then prepare their arguments in such a way
as to undermine what they think the opposing party will present as its strongest
point.
Remember that in communicating, people do things for their own reasons, not for
yours. Everyone’s favorite radio station is WIIFM, which means “What’s in it
for me?”
The more important the communication, either in business or personal life, the
more important it is to prepare for it. Think through where the other person
is coming from. What is his or her point of view? What are his or her problems
or concerns? What is he or she trying to accomplish? What is his or her level
of knowledge or information about the subject under discussion?
The best communicators do not use a lot of words, but they choose their words
carefully, in advance. People appreciate straight talking. Avoid the tendency
to dress up your message and sugarcoat it. When you have a question or a concern,
or you want something, come right out and say it without confusion or distortion.
You’ll be amazed at how much better you feel and how much more positively someone
will respond to your message.
In getting your point across, perhaps the most important word of all is the word
ask. The most effective people are those who are the best at asking for what
they want. They ask questions to uncover real needs and concerns. They ask questions
to illuminate objections and problems that people might have with what They’re
suggesting. They ask questions to expand the conversation and to increase their
understanding of where people are really coming from.
You get your message understood by getting out of yourself, by putting your ego
aside, and by focusing all of your attention on the other person. You get people
to do the things you want them to do by presenting your arguments in terms of
their interests, in terms of what they want to be and have and do. You prepare
thoroughly in advance of any important conversation. You think before you speak,
and you think on paper. You can say almost anything if you say it, or ask it,
pleasantly, positively and with courtesy and friendliness.
The ability to communicate is a skill that you can learn by becoming genuinely
interested in people and by putting their needs ahead of your own when sending
a message or asking them to do something for you. When you concentrate your attention
on building trust, on the one hand, and on seeking to understand, on the other
hand, You’ll become known and respected as an effective communicator everywhere
you go.
About Brian Tracy
Brian Tracy is a leading authority
on personal and business success. As Chairman and CEO of Brian
Tracy
International, he is the best-selling author of 17 books and over 300 audio
and video learning programs.Copyright © 2001
Brian Tracy International.
All Rights Reserved.
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