Want people to listen? Three ways to catch their attention

Want people to listen? Three ways to catch their attention

Do you want to make people sit up and listen actively when you speak? Would you like to connect and collaborate with your co-workers more often? Or to stand out as masterful communicator? Then you’ll love David McLelland’ s ‘Three Needs Theory’. McLelland (1961) said that three key motivators drive human behaviour. These are a need for achievement, a need for affiliation and a need for power. McLelland said that everyone taps into all three motivational drivers to some extent, but that each of us will have one dominant (or preferred) driver.

Understanding these three motivational drivers means you can become a more powerful, relationship-focussed and successful communicator.  Here are some quick tips on how to recognise and ‘talk to’ an individual’s preferred mode of processing information.elephant in the room

1. Achievement focussed people

An employee who is achievement focussed tends to have clear goals and enjoys working towards those goals. They want to make progress and to be recognised for their achievements.

Key behaviours you’ll notice them using Match your message to their driver by
  • Is goal-oriented and focussed on achieving success
  • Screens for feedback which focuses on their progress and achievements
  • Values being able to work autonomously and to develop their profile as an expert
  • Sees success and achievement as more important that financial rewards

 

  • Explaining why your message is relevant to them achieving their goals
  • Using words such as:

                    – Achievement

                    – Succeed

                    – Expertise

                    – Accomplished

                    – Clever

 2. Affiliation focussed people

People with an affiliation focus tend to seek out opportunities to interact with others. They want to be liked and included. And they dislike conflict.

Key behaviours you’ll notice them using Match your message to their driver by
  • Is people-oriented and focusses on building relationships
  • Screens for feedback which focuses on their contribution to a team
  • Values belonging to a group and collaborating rather than competing
  • Sees the quality of relationships with peers as more important than their paypacket

 

  • Explaining why your message is relevant to team or individual well-being

 

  • Using words such as:

– Team

– Rapport

– Relationship

– Agree

– Partnership

 3. Power focussed people

A team member with a power focus will seek out positions of authority. They want to be effective and to work in high status environments or positions.

Key behaviours you’ll notice them using Match your message to their driver by 
  • Is control-oriented and focussed on influencing others
  • Screens for feedback which focuses on their status
  • Values winning arguments and achieving high status positions
  • Sees being in a position of authority as being more valuable than financial compensation
  • Explaining why your message is relevant to achieving control and power
  • Use words such as :

– Control

– In charge

– Compliance

– Manage

– Win

Want to become a more influential communicator? Book in for one-to-one coaching with Eleanor Shakiba.  Or organise a custom-designed training workshop for your team.

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