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How to Read a Client from Across the Room
Win More Business with the Proven CHARACTER CODE SYSTEM to Decode Verbal and Nonverbal Communication
By BRANDY MYCHALS
The McGraw-Hill Companies, Inc.Copyright © 2013Brandy Mychals
All rights reserved.
Excerpt<h2>CHAPTER 1</h2> <p><b>The Creation of the Character Code System Driving Needs and a Quickstart Guide to Character Coding</b></p> <br> <p>As humans, we seek to understand and we desire to be understood. Most often in life, however, we fall short in both categories. What we really want to know is the <i>why</i>. Why do we do things the way we do, why do the people around us behave the way they do, and why do they sometimes drive us nuts.</p> <p>Personality typing is not a new discovery. It has been around for thousands of years; one of the first organized systems was created by Hippocrates. Many have referred to the pioneers in this field as "behaviorists" because they studied and noted patterns in human behavior; it was their work that led to the birth of psychology.</p> <p>Many systems were introduced in the psychologically inclined twentieth century, such as the Myers-Briggs Type Indicator and the DISC Classic Profile, easily the two best known and most widely used in corporations and university settings.</p> <p>I have personally spent decades studying and using profiling systems in my business, education, and personal life. They have been immensely helpful. However, I discovered limitations with the existing systems. Most are based on a four-type model and require a test to create a profile. The result: you are an "ISFJ," a "High S," a "Phlegmatic," or an "Otter." The terms often have no meaning, you need an advanced degree to interpret the results, or the classification systems aren't memorable.</p> <p>Some profiling systems have so many subtypes and letter designations that they are nearly impossible to discuss or use in everyday life. In other words, they aren't <i>user-friendly</i>. I also felt that most did not dig deeply enough; they provided a superficial understanding without getting to the real <i>why</i>.</p> <p>So I created a new system of classifying people. This method of Character Coding came from over 20 years of personal study, observation, discovery, and my synthesis of thousands of years of theory and research. Best of all, you'll have it mastered by the end of this book!</p> <p>Testing is optional rather than required. In our visual and fast-paced twenty-first-century lifestyle, we need to be able to communicate more quickly, understand better, and make split-second decisions just to stay competitive. We can't hold up a business deal or delay making that crucial first impression while we ask prospects to complete a 100-question Scantron form and bubble in their answers.</p> <p>We don't have time for a committee to analyze the results. Life moves quickly. Business opportunities move even faster. We need to be swift in our actions to keep up.</p> <p>What is the premium bonus for taking the time to read this book? The why question is answered! Character Coding reveals why you do what you do and shows you how to understand the people around you so you can thrive in business and life.</p> <br> <p><b>Why Six Character Codes?</b></p> <p>My behavioral studies led me to create six Character Codes, because trying to fit everyone into the typical four-type model was too limiting. The four-type model had some people feeling left out. Additionally, trying to make people conform to a conventional identification based on a set of impersonal letters like those generated by the Myers-Briggs test was not only complicated but off- putting.</p> <p>People prefer to create a visual mental image of themselves and others; that's how our brains work. So I named each of the Character Codes based on personality types familiar to most of us from our high school days. Visualize how each title conjures up an image of a particular type of individual:</p> <p>>> The Class President</p> <p>>> The Cheerleader</p> <p>>> The Actor</p> <p>>> The Scholar</p> <p>>> The Activist</p> <p>>> The Artist</p> <br> <p>Are you visualizing someone for each Character Code? Good! In the next section you'll see a Quickstart chart and sketches to get you going. In no time you'll be able to easily identify people and read them from across the room. Learn more about them in the following chapters, and you will be unstoppable in your client interactions.</p> <br> <p><b>An Introduction to the Character Codes</b></p> <p>You are going to encounter every Character Code in life, and so it really helps to learn the other Codes in order to better understand and relate to them. You will take things far less personally, be a better communicator, and have a greater compassion for others.</p> <p>And make no mistake, it is perfectly normal too recognize that there are just some people you get along with better than others. Yes, I said it. There are some people you are going to want to avoid.</p> <p>So how does this knowledge pan out in work and play? In busiiness it means knowing whom you want to attract as clients and how to serve them. In the corporate or sales environment it means being able to communicate effectively and advance quickly in your ccccompany.</p> <p>In your personal life, it can mean the difference between selecting friends or a mate who really "gets" you. When I've taught my Character Codes in Relationships course, I've had clients say this newfound understanding saved their marriage or made them a better parent.</p> <p>Want a quick sneak peek into which Character Code you might be? Check out these shortcut questions at <b>http://charactercode.com/quiz</b>. To help get you started, the chart that follows provides a short overview of each Character Code at a glance. Then, in the following chapters, I'll outline each of the Character Codes in detail, including how to use this information in your business and day-to-day life.</p> <br> <p><b>Character Coding with the Driving Needs</b></p> <p>A key to master Character Coding includes distinguishing the driving needs that dictate much of our personal and professional behavior.</p> <br> <p><b>The Purpose of Driving Needs</b></p> <p>Many philosophers and psychologists have studied the theory of basic human needs and desires. Depending on whom you've read, they may list 4, 7, or 11 or more human needs. The most widely known model of needs was created by twentieth- century psychologist Abraham Maslow, who preferred a hierarchy model that included basic human needs for survival. There are desires that extend beyond the obvious survival needs of nutrition and shelter. Animals share these basic needs. One of the things that sets us apart as humans is our driving needs, which can be as much of a commanding force in our behavior as an animal's instinct for survival.</p> <p>If we are to understand ourselves and others, we must first understand how the
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