Page 114 - ConvinceThemFlip

convince them in 90 seconds or less
If you can figure out
what sense a person
favors, you can speak
in terms he or she will
immediately connect
with—and you’ll both
benefit.
in all sorts of details that make the visuals and audi-
tories want to scream, “I got it ten minutes ago!” They
have deeper, slower voices than the rest. Kinesthetics
tend to be detail oriented.
Kinesthetic folk favor physical, touchy-feely language:
“I’m leaning heavily toward giving it a shot.” “We have a
few stumbling blocks, but we’ll straighten it all out.” “I’ll
try to iron out any confusion.” “When I can put my finger
on something concrete, I’ll
get in touch with her and
walk her through it.” “Let’s
all stay cool, calm, and col-
lected.” When accessing
feelings or coding, storing,
or retrieving information,
they generally look down
and to their right. Breathing
is regular and from low in
the belly. Gestures are low, arms or hands frequently
folded on the chest or abdomen.
Needless to say, if you can figure out just which sen-
sory type you’re dealing with, you’re well on your way to
connecting with them. Because if you can speak in terms
that mean the most to them, your message will immedi-
ately make sense to them.
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