The key thing to remember is not only your style…but the style of your prospect!
It’s usually visually, auditory or kinesthetic.
And although most people have some combination of all three, one in particular is usually dominant. As a result, match your own words and speed to appeal to their communication style:
1. If you meet someone who is a visual person, they will use pictures, images and graphics to communicate. Words like ‘see,’ ‘view,’ will be in their vocabulary, i.e., ‘I see what you’re saying,’ ‘I picture this meeting as a roundtable discussion.’ These people usually speak rapidly.
2. If you meet someone who is an auditory person, they will use sounds to communicate. Word like ‘click,’ ‘hear’ will be used, i.e., ‘I hear ya!’ and ‘Sounds good.’ They speak moderately and rhythmically, like music.
3. If you meet someone who is a kinesthetic person, they will use touch and doing and action to communicate. Words like ‘contact’ and ‘hold’ are used, and they speak slowly.
NOTE: don’t confuse “communication style” with “type.”
ALSO NOTE: the word “type” is much better as a noun than it is a verb.
In other words, don’t spend all your time “typing” people, trying to figure them out based on what their style is. Sometimes you just need to go with your gut. Adapt to each person based on what you feel. Overtyping can result in poor listening skills and, as a result, missing out on important detals. Just be careful.
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