It is a slippery slope when it comes to typecasting people based on character sets. But if you’re a sales professional, any insight that sheds light into the complexity of human behaviour should be welcomed as you continue to master your craft. The TEDx video below suggests that there are three overarching types of people based on their information processing characteristics, namely “lookers”, “listeners”, and “touchers” (not what you think). Lookers process information through visual cues, listeners through auditory cues, and touchers through emotive cues; their respective body languages will reveal which type they are. To be persuasive, speak and gesture such that you resonate with how others think. If in doubt, assume your conversation partner is a looker; 75% of people fall into this category, after all.
Click on the image below to launch the video.