Page 112 - ConvinceThemFlip

convince them in 90 seconds or less
assertions before they make decisions. Their breathing
will be high in the chest and rapid. Visuals dress to
impress and often exhibit upright posture. Visuals want
eye contact when they speak. They are offended by unti-
diness, mess, and clutter.
Visuals consistently refer to the look of things: “Now
that we’ve seen the possibilities, we can look toward the
future.” “From my point of view, it looks like our goal is
in sight now. Do you see what I mean?” As a general rule,
people look up to the left or right when looking for a pic-
ture. (When I ask you what color your favorite shirt is,
where do your eyes go?) Their gestures are up and out,
sometimes drawing pictures in the air.
Auditory people talk about the way things sound.
They usually have a way with words and they can be very
persuasive, with smooth and engaging voices. They tend
toward adventurous thinking. They talk a little more slowly
than visuals, breathing steadily from low in the chest.
An auditory person will often be the one that makes
a tasteful statement with the way he or she dresses. An
auditory person may turn her head slightly to one side
when listening. She’s actually turning her ear toward
you and defocusing her eyes so as to concentrate on the
sound of what you’re saying. Auditory people are turned
off by unpleasant sounds, noises, and voices.
When you hear someone who is constantly referencing
104