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connect with the senses
Eye Cues
The eyes can give even more valuable clues about how
a person thinks. As mentioned above, visual people
will tend to look up more, while auditories spend more
time looking sideways, and kinesthetics look down. This is
because they each favor one sense to code and store gen-
eral information as well as express it. If you asked, “How
was the Stones concert?” a visual would first remember
how it looked, an auditory how it sounded, and a kines-
thetic how it felt. But eye cues can tell you more than who
you’re dealing with; they can also tell you what you’re
dealing with. When people look up, or sideways to their
right, they are probably constructing, or coming up with,
their answer. When they look up, or sideways to their left,
they are more than likely remembering it.
Rapport by Design—
The Heart of the Chameleon
Rapport is mutual trust and understanding between two
or more people. It’s not a big surprise to discover
that visuals look pretty good to visuals, auditories sound
all right to auditories, and kinesthetics find themselves
leaning toward kinesthetics. There are always some peo-
ple we find rapport with naturally and become friends
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