Sensory Systems

Another good way of developing rapport is to tune into the sensory system that the person is using and adapt your language and gestures accordingly. Here's a quick guide.


CategoryIndicatorSensory System
Body LanguagePointing at the eyesVisual
Tugging on earlobesAuditory
SniffingOlfactory
Extending the tongueGustatory
Gestures with limbsKinesthetic
Voice CharacteristicsSpeaking slowlyKinesthetic
Pausing frequentlyKinesthetic
Even-paced voiceAuditory
Speaking quicklyAuditory
Steady tone of voiceAuditory
Deeper tone of voiceKinesthetic
Higher than normal tone of voiceVisual
Breathing RateSlow, shallowVisual
NormalKinesthetic or Auditory

Complete and Continue