Turning Prospects Into Friends (Part 3)

I’ve Got a Sense About This

We all access our senses to understand our world. However, each of us has primary and secondary senses that we rely on most to shape our understanding of the world. The most common communication styles are visual, auditory and kinesthetic. However, some people also work outside of their senses, and engage the world mostly with facts and figures. These people are often referred to as analytical.
Since we have access to each style, we benefit our prospect and ourselves when we align with their most dominant approach.

When we interact with clients in their preferred communication style, we show that we are interfacing with the world similarly. Therefore, they are more comfortable and able to focus on the content you’re presenting them with, in a positive state. This increases the likelihood we connect effectively.

Here are the different types of communication styles:

Visual — People that favor this portal to the world, tend to talk a bit faster and with greater volume than others. Their physical movements are often strong and fast. They use visual words to describe their world such as “look at it this way,” or “picture this.”

Auditory — Those who favor the auditory perspective tend to have resonant voices, be articulate and choose their vocabulary precisely. They would be most likely to use phrases like, “Listen to this,” or “That sounds great!” In contrast to the visual connectors, those who are predominantly auditory express movements that are more rhythmic.

Kinesthetic — This group leans towards expressing their emotions, and speaks more slowly than either the visual or auditory communicator. They tend to weigh things out more slowly, and may use phrases like, “It just feels right to me,” or “I knew it in my gut,” or “I feel your pain.”

Analytical —This group sees the world through facts and figures, and is more comfortable relying on verifiable information than they are depending on their senses. Often, this group comes out of professions such as engineering, accounting, or actuarial services. Phrases that might pepper their lexicon might be, “It just didn’t add up,” or “I will need more proof.”

It is important to accept that, while we have dominant expressions, we have access to each portal. By being present for our client, we can demonstrate our commitment to serve them. When we fail to be fully present, we limit our effectiveness, playing the odds that our default communication will align with that of the prospect/client.

When we choose to spread joy and happiness in every interaction, we demonstrate our belief in an abundant world. When we help others see their greatness and appreciate what they bring to the world, our valuable offerings will be warmly welcomed as an expression of the law of giving and receiving.

Practices

1. Sincerely compliment three people today using the three-step process.
2. Intentionally practice matching and mirroring, while raising your level of presence in your important conversations.
3. By aware of the signs of communication style and attempt to enter the world of those with whom you communicate.