Speaking Your Customer’s Language
			If you’ve ever been in a situation where you were trying to explain something, you may have experienced the feeling that the person on the other end was not understanding your message. On the other hand, have you ever had the recipient of your message respond with, “Now I understand. You're the first one that has been able to make that make sense to me.” You know that somehow you are hitting the right buttons with certain individuals and not with others. The ability to communicate with individuals is very personal. We all respond to information a little differently. It's important that we are able to identify the different ways that our customers communicate in order to most effectively interact with each. The mind is very much like a computer. It needs a language in order to process information. Our language is based on our senses, sight, sound, touch, taste and smell. If you use the wrong program in a computer what will happen-NOTHING. The same is true in the communication process. The three most common programs that people use are visual, auditory, and kinesthetic.		Visual people-Process information by written words or pictures. Visual people need to be shown. If you're using a brochure in your presentation and a visual person takes it, be quiet until they are finished, or you'll interrupt the program. Visual people have a tendency to look up if you ask them to remember something. Auditory People-Process information by sound. Auditories need to hear what your product or service can do for them. Auditories speak rhythmically and will continue to make sound if they pause. To auditories, it's often more important how you say something rather than what is being said. Auditories look to the side when you ask them to remember something. Kinesthetic people-Process information by feeling or emotion. Kinesthetics will often get a feel for you, or make a judgment about you within the first 4 minutes that you meet. It's very important that “Kino's” feel comfortable with you before they'll do business with you. These are the perfect prospects to demonstrate to. Kinesthetic people look down to access information. It's important to remember that we are blends of all three of these communication types, but we have a tendency to be dominate in one. Are you sensitive to the different ways that your customers respond and wish to be communicated with, or do you force your program on to others? In sales and customer service, it's important to be able to quickly identify the way that our clients most quickly respond in order to most effectively communicate.

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