Lynne Franklin explains that people's brains process information in three ways: visually (lookers, 75%), auditorily (listeners, 20%), and kinesthetically (touchers, 5%). Each type has distinct body language cues and communication styles. To build rapport with others, one must adapt their language and behavior to match the other person's style.
Lookers think in pictures, value appearance, maintain eye contact, and respond to visual language cues like "I see what you mean." Listeners think in words, look down and to the left when remembering, and respond to auditory language cues like "That sounds good to me." Touchers think in feelings, prioritize comfort over style, lean in, and use physical contact; they respond to kinesthetic language cues like "I feel like we're on the same page."
By recognizing these cues and adjusting one's communication style, individuals can increase their chances of building rapport and persuading others. Franklin encourages the audience to practice these skills and become more aware of their own communication style to become more effective communicators.
Here are the key facts extracted from the text:
1. People's brains process information in three different ways.
2. Lookers (75% of the world) think in pictures and images.
3. Listeners (20% of the world) think in words and sounds.
4. Touchers (5% of the world) think in feelings and tactilely.
5. Body language can reveal how a person's brain works.
6. Lookers tend to stand up tall, have good posture, and dress well.
7. Lookers often hold stress in their shoulders and have wrinkles in their forehead.
8. Listeners tend to look down and to the left, have a tendency to put their head in their hand, and often mumble to themselves.
9. Touchers tend to be dressed for comfort, have full lips, and a tendency to lean in and touch others.
10. To build rapport with lookers, give them lots of eye contact and use visual language.
11. To build rapport with listeners, avoid giving them lots of eye contact and use auditory language.
12. To build rapport with touchers, let them touch you (appropriately) and use tactile language.
13. People tend to treat others as though they think the same way, which can lead to misunderstandings.
14. By paying attention to others' body language and adapting one's language, one can build rapport and increase the chances of getting a positive response.
15. One can also figure out how someone's brain works by listening to or reading the words they use.