Understanding Motivation
Discover what drives people’s decisions and actions through the LAB Profile® methodology.
Meet them at their bus stop and invite them on the bus.
Words That Change Minds: Unlocking the Power of Influence
"To get people to go somewhere with you, you need to meet them where they are... and not just pretend that they are already where you want them to be. Instead, go to their bus stop and from their bus stop, invite them on the bus."
Hey there, book lovers! If you’ve ever wanted to master the art of communication and influence, Words That Change Minds by Shelle Rose Charvet is your ultimate guide. This gem isn’t just a book—it’s a toolkit for understanding human behavior through the Language and Behavior Profile (LAB Profile®). Based on years of research and real-world application, this 3rd edition is packed with over 50% new material, including fresh examples, advanced techniques, and actionable insights for professionals looking to predict and influence behavior. Whether you're in sales, management, coaching, or just navigating life’s tricky conversations, this book offers a quantum leap in how you connect with others. Let’s unpack why this read is a game-changer!
Effective Communication
Learn to build deep rapport and reduce misunderstandings by tailoring your language.
Speak in someone’s personal style for maximum impact.
Practical Applications
From sales to coaching, apply LAB Profile® to enhance results in negotiations, marketing, and more.
Influence behavior by how you respond.
Conflict Resolution
Decode communication problems and resolve conflicts with strategic language use.
Understand what someone means beyond their words.
Understanding Motivation Triggers
What Drives People?
The core of Words That Change Minds lies in identifying what motivates individuals through the LAB Profile®. This tool, born from Neuro-linguistic Programming (NLP), breaks down how people think, process information, and make decisions. By asking a dozen conversational questions, you can uncover unconscious patterns—think of it as a behavioral decoder! The book details six motivation patterns, like whether someone is proactive or reactive, goal-oriented (Toward) or problem-focused (Away From).
Motivation Distribution
Key Insight with Emphasis: The right language can trigger motivation instantly—speak their style, and they’re hooked!
This section is a goldmine for anyone wanting to predict behavior. Charvet shares how these patterns shift by context (work, home, etc.), backed by neuroscience findings on brain activity changes. Her mutual fund client story—where a tailored sales process boosted closing rates by 50%—shows the real-world magic of aligning language with motivation.
My Take on Motivation Triggers
Diving into these patterns felt like getting X-ray vision into people’s minds. Knowing whether someone is Internal (self-motivated) or External (feedback-driven) changes how you pitch an idea. It’s not just theory; it’s a daily superpower for avoiding friction and boosting influence.
Effective Communication Strategies
Building Rapport Like a Pro
Charvet emphasizes that effective communication starts with rapport—meeting people where they are mentally and emotionally. The LAB Profile® helps you spot how someone processes info (big picture vs. details) and tailor your words accordingly. The book’s new chapters on Conversational Coaching© show how to guide others to solutions by matching their patterns before leading them to new ideas.
Standout Quote: “When you use the appropriate Influencing Language, the impact is powerful precisely because you are speaking in someone’s own personal style.”
Through case studies, like redesigning a company’s sales language to match client patterns, Charvet illustrates how misunderstandings melt away when you mirror someone’s style. It’s not manipulation—it’s empathy with strategy.
Why This Resonates
I’ve always struggled with miscommunications at work, but applying even one or two of these language tweaks made conversations smoother. It’s like learning someone’s love language, but for every interaction. This section is a must for leaders or anyone tired of being misunderstood.
Practical Applications in Professional Life
From Sales to Team Building
This book isn’t just about understanding—it’s about doing. Charvet dedicates entire chapters to applications like market research, sales (shortening cycles by 50% for clients!), coaching, and recruitment. The LAB Profile® lets you craft job ads that attract the right fits or design training that sticks by matching group patterns.
Sales Success
Mutual fund client increased closing rate by 50% using tailored LAB Profile® language.
2008-01-01
Recruitment Precision
Engineering firm found 8 strong candidates from 100 applications with targeted Influencing Language.
2010-03-15
Team Dynamics
High-performance teams built by aligning tasks with individual LAB Profile® strengths.
2012-06-20
Highlighted Gem: “Understanding and speaking to your clients’ unconscious Motivation Patterns can dramatically improve results.”
Each application is backed by real examples, showing how to adapt strategies for contexts like negotiating with unions or preventing school dropouts. It’s practical, actionable, and endlessly adaptable.
Personal Reflection
As someone dabbling in marketing, the idea of using LAB Profile® to understand my audience blew my mind. Testing keywords based on motivation triggers could be my next big win. This isn’t just for corporate bigwigs—it’s for anyone wanting better results.
Conflict Resolution with LAB Profile®
Decoding and Solving Disputes
Conflict is inevitable, but Charvet offers a fresh lens to tackle it. In conflict contexts, people often shift to Internal (self-convinced) and Away From (problem-focused) patterns. The book’s new content on “The LAB Profile® of Conflict” provides a roadmap to de-escalate by meeting others at their “bus stop” and using suggestion-based language.
Core Truth: “The key is to set the stage by meeting the other person at their bus stop and using the Language of Suggestion.”
Through consulting stories, Charvet shows how clashing patterns (e.g., Options vs. Procedures) fuel organizational battles. Her advice? Pick calm moments to discuss, uncover each party’s criteria, and strategize solutions that honor both needs. It’s conflict resolution with a psychological edge.
Why This Hits Home
I’ve seen workplace disagreements spiral over simple misalignments. This approach feels like a cheat code—less emotion, more strategy. It’s a reminder that understanding trumps arguing every time. If you’re navigating tough convos, this chapter alone is worth the read.