Naga Chokkanathan

Why Not? — Heart, Head and Wallet

Posted on: December 24, 2010

When we talk to people, we naturally want our message to stick. We want them to remember what we are saying, and change their behavior / take actions accordingly.

But this is not always easy. Many times our Emails / Telephone conversations / Face to face talks fail to make the impact we desire. How to ensure people listen to us and act?

The trick is to turn the tables, instead of focusing on “our” side of the story, our words / tone / body language everything should suggest “their” side of the story. Then people will listen automatically.

For example, consider these two statements “I want you to be more careful when writing this document” Vs “If you are more careful, you can avoid rework at a later stage”. Both convey almost the same meaning, but the second statement sticks better because it talks about the listener, not the speaker!

There are three areas which are essential in any communication – Heart, Head and Wallet.

  • Heart – Emotional – I like this idea!
  • Head – Intelligence – But, is it going to work for me? Do I really need it? How am I going to do it?
  • Wallet – Benefits – How much (time / money / effort) it would cost? What am I going to get in return? Are the benefits real?

If you want a simpler example, consider this statement which I read in a discussion forum:

Who will win 2011 Cricket Worldcup?

My heart says India, My head says Australia, But finally it will be the bookies’ wallets that will decide the winner!



N. Chokkan …

24 12 2010


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