Determine How They Represent Information (the VAK’s)


There are three dominant thinking styles: Visual, Auditory, and Kinesthetic. When you are presenting to groups, make sure you focus on all three thinking styles for your message to be received by all three groups; otherwise, you’ll be alienating the people who don’t reflect your thinking style in your audience. In an individual sales presentation, you must make sure you focus on these three points while determining the dominant thinking style of your prospect. Once you determine the dominant thinking style of your prospect, you can then tailor the rest of your presentation to their particular thinking style, and you’ll develop much greater trust and rapport.

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Direct Command

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