What can you say about communication? Economically, socially, relationally, and your impact relative to every endeavor in your life is primarily if not totally based on communication skills.
Common signs of troubled business and clinical communication; people don’t value the care, will only do it if insurance covers it, many who need my help will not start care, people quit, don’t refer, I’m down because it’s the holidays, no one will bring their families, they won’t purchase products or important services because they’re too expensive, and many others.
People will often hire speaking coaches, go to Toastmasters, attend speaking education events and all of that is fantastic. However, these training programs generally teach how to speak, but may not get down to the psychology required to communicate and get the desired outcomes.
In getting my Masters in Psychology, I discovered that there are several critical areas to understanding the psychology of communication for optimizing results, establishing a trusting relationship, and maxing out compliance. One foundational area is recognizing un-asked questions. These are major points of objection that the other person will likely not verbalize, but have everything to do with their resistance to moving forward, engaging, and sustaining relative to the content, care, product, and services you are providing.
There are 8 core, key un-asked questions exist. For the sake of this one article, we’ll discuss 3.
- Is this truly desirable? Individuals are evaluating throughout the entire process whether or not what you are offering is something that they authentically want to purchase or participate in. Just because you effectively deliver information, does not mean a particular person finds it investable. As an example, someone may come see a doctor for nagging symptoms, but not value their relief enough to spend time and money correcting them. However, if communicated properly; they do find would find the ability to be able to play with their children, workout again, or preventing a more serious condition from developing desirable.
- Is it possible? Whether you’re discussing pain relief, wellness, a condition dissipating, losing weight, or the benefit of any progress or service; just because you explain the value, does not mean they believe it works. The obvious key here is that we need testimonials relevant to them as people and conditions. I often hear chiropractors sharing their pediatric testimony to a single person without children or to someone in their 60s with arthritis.
- Is it possible for me? The typical person, struggling with their life, health, and wealth has likely tried many types of programs, products, care, and services but did not go the distance or follow through. The typical person in society today feels too busy, they’re easily overwhelmed, and that the task of self-improvement is unrealistic. Often, they know a program works, have experienced success of their own, but do not believe they can pull it off. You must communicate the process so that it does not appear difficult, time consuming, fits their schedule, and is “so easy a child can do it.”
How can communication mastery become easy for you and your team? Process, process, process. Many people believe that success in communication is mastering some kind of verbal sleight of hand with magic one liners, a quick wit, and staff that can really think on their feet and on the fly. Yet, to take your life, company, and finances to the next level and truly help more people; it’s not that hard – it’s a system of communication.
There are only so many objections, un-asked questions, and elephants in the room. The right system overcomes, answers, and points to them all. The right process allows you to predictably be a fantastic communicator and experience regular, sustainable success.
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Have fun saving the world
Dr. Ben
