The ability to “read” people is by far one of your most valuable skills in business. The people you interact with each day send you signals, and if you learn what to look and listen for, each person will tell you exactly how to effectively work with him.

Everyone experiences the same basic human needs—results, recognition, regimentation and relationships—with some holding more dominance than others. Depending on the weight placed on each need, people differ in personality.

Dozens of signals—verbal, vocal and visuals—tell you when to speed up or slow down, when to focus on the details or when to work on building the relationship. But, because people are different, the same technique won’t always work.