Page 113 - ConvinceThemFlip

connect with the senses
the sound of things—“I didn’t like his tone of voice,” “What
he said had a familiar ring to it,” “I’m only voicing my
opinion,” “She had me completely tongue-tied,” “She told
a terrific story and received a thunderous applause”—
you’ve probably found an auditory person.
As a general rule, auditory people look to the sides
(toward their ears, in essence) when looking for a sound.
(Where do your eyes go when I ask you whether the
national anthem sounds better sung by an adult or by a
child?) Auditories frequently look to the side when talking,
and will break eye contact to concentrate on recovering
a sound from their mental files. Gestures will often match
the rhythm of their words, and they sometimes touch
their mouth, jaw, or ears as they talk.
Kinesthetic people talk about the way things feel. They
tend to be sentimental, easygoing, and intuitive, though
sometimes they are reserved and cautious. If you’re deal-
ing with someone who is either full-figured or extremely
athletic, you may well be dealing with a kinesthetic person.
Kinesthetics can be fairly easy to identify because they
are hands-on people who gain satisfaction from touching
and feeling. Their wardrobes tend to be comfortable and
full of interesting textures, and to put functionality ahead
of fashion.
Some . . . kinesthetic . . . people . . . have . . . been . . .
known . . . to talk . . . agonizingly . . . slowly, or to throw
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