Understanding Body Language: Reading Minds

Introduction

• Importance of understanding how people's brains process information.
• Key takeaway: Body language reveals a person's primary thinking style.
• Objective: Present information in ways people can see, hear, and feel to increase persuasion.

Personal Experience

• Anecdote about a corporate controller.
  • Initial assumptions about his body language (- looking down, lack of eye contact).
  • Realization that his brain worked differently and required different communication.

Body Language Types

1. Lookers (75% of the population)

• Characteristics:
  • Good posture
  • Well-dressed
  • Stress in shoulders
  • Wrinkles in the forehead (look up when recalling images)
  • Thin lips
  • Frequent eye contact
• How to Build Rapport:
  • Provide lots of eye contact
  • Use visual language (e.g., "I see what you mean", "look at this")

2. Listeners (20% of the population)

• Characteristics:
  • Not as focused on appearance
  • Tend to look down and to the left when recalling
  • Use 'telephone posture' (head in hand)
  • May mumble to self
  • Fidgeting behaviors (e.g., pen clicking)
• How to Build Rapport:
  • Avoid excessive eye contact
  • Use auditory language (e.g., "That sounds good to me")

3. Touchers (5% of the population)

• Characteristics:
  • Tend to greet with hugs
  • Comfort over style in dress
  • Full lips
  • Lean in during conversations
  • May touch during conversation
• How to Build Rapport:
  • Allow comfortable and appropriate touch
  • Use tactile or feeling-based language (e.g., "How do you feel about this")

Identifying Your Style

• Exercise to determine dominant thinking style:
  • Recall an important memory and note how you remembered it.
    • Visual (images)?
    • Auditory (sounds/words)?
    • Kinesthetic (feelings)?
  • Acknowledge you may treat others as if they think the same way.

Communication Tips

• Understanding different styles is essential for effective communication.
• You cannot change how a person naturally thinks, but you can adapt your approach.
• Listening to language in conversations and written communication can reveal others' thinking styles.

Conclusion

• Practice reading body language and adapting your communication method.
• This skill will make you more persuasive in various settings (home, work, etc.).
• Encourage attendees to apply these strategies and observe their effectiveness.

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• Thank you for participating!