Page 111 - ConvinceThemFlip

connect with the senses
If you want to motivate
or convince, ground
your message in
pictures, physical
sensation, or sound.
if they are concerned with
physical sensation, tell them
how things feel.
Let’s say I’m a travel
agent and someone comes
into my agency and says,
“I want to go on vacation.”
If I can immediately figure
out that the person is, let’s say, kinesthetic, I’d say, “How
would you feel about a place where the sand is soft, the
water’s warm, and the beds are comfortable?” In other
words, I’d tell them how it feels because that’s how they
make their decisions (subconsciously, of course).
If I figured out they were auditory, I’d say, “How does
this sound to you? I know of a place where all you can
hear is the waves and the gulls, and it’s away from all the
hullabaloo of the city.” And if they were visual, I’d show
them the pictures. “Just look at this.”
But—you’re probably asking—how can you know
which way to pitch them the moment they walk in the
door? Here are some of the clues I’d be looking for from
the very outset of our encounter.
Visual people talk about the way things look. They
tend to speak with high, fast, straight-to-the-point voices
because they can’t understand why you don’t immedi-
ately see what they see. They want to see proof of your
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