The speaker, Lynn Franklin, discusses how to read people's body language to understand their thinking styles and build rapport. She explains that people process information in three ways: visually (lookers, 75%), auditorily (listeners, 20%), and kinesthetically (touchers, 5%). Franklin identifies distinct body language cues for each type, including posture, eye contact, and facial expressions.
To build rapport with each type, Franklin provides the following tips:
* For lookers: Give lots of eye contact and use visual language (e.g., "I see what you mean").
* For listeners: Avoid intense eye contact and use auditory language (e.g., "That sounds good to me").
* For touchers: Allow physical contact (if comfortable) and use kinesthetic language (e.g., "Let's get in touch").
Franklin emphasizes that understanding these differences can help individuals become more persuasive and effective communicators. She encourages the audience to practice observing body language and using tailored language to build rapport with others.
Here are the key facts extracted from the text:
1. People's brains process information in three different ways.
2. Body language can indicate how a person's brain works.
3. There are three types of thinkers: lookers, listeners, and touchers.
4. 75% of people are lookers, who think in pictures and images.
5. Lookers tend to have good posture, dress well, hold stress in their shoulders, and have wrinkles in their forehead.
6. Lookers give lots of eye contact and respond well to visual language.
7. 20% of people are listeners, who think in words and sounds.
8. Listeners tend to look down, have telephone posture, and mumble to themselves.
9. Listeners respond well to auditory language and prefer not to have lots of eye contact.
10. 5% of people are touchers, who think in feelings and tactile sensations.
11. Touchers tend to be dressed for comfort, have full lips, and lean in when speaking.
12. Touchers respond well to language that has a feeling or tactile component.
13. People can identify their own thinking style by paying attention to how they remember important memories.
14. People tend to treat others as if they think in the same way, which can lead to misunderstandings.
15. Accommodating language and body language to match the thinking style of others can help build rapport.
16. It's not necessary to be in someone's presence to figure out their thinking style; language and words can also be used to determine it.