---

Treating people equally
can be dangerous

Too many people have adopted a false belief that treating everyone the same is a good thing. Unfortunately, that mindset is one of the most ineffective methods for communication, especially if you need to get your point across fast.

Think about it. Look at your right-hand index finger. Does anyone else have the same fingerprint as you? If we're each as unique as our fingerprints, doesn't it also make sense that we each have a unique style of how we prefer to communicate and learn?

Despite how politically correct it sounds to focus on how alike we are, if you don't spend the same or more time thinking about all the ways we're different, you'll sell yourself short. You'll never communicate as clearly and effectively as you could unless you learn how other people prefer to communicate and learn.

Like an ostrich, the sales person who rejects the fact that we're all different will stubbornly stick to a one-size-fits-all approach. And when he does pull his head out of the sand, he'll be left scratching his head, wondering why his sales are the lowest on the team.

Keeping in mind that there are four language/ learning patterns that people have (visual, auditory, kinesthetic and digital), let's grab hold of an understanding as to how the kinesthetic-style person prefers to be communicated with.

When you are talking to someone who has a high kinesthetic language pattern, you'll notice he/she uses words that pertain to touching things or interacting with their environment.

When selling to these people, give them something to do. Perhaps you hand them your product. If you're selling over the phone, you could ask them to go to your Web site, and visit certain pages together or ask them to complete something and turn it in. Anything they can "try before they buy" will appeal to high kinesthetics.

Here are a few phrases that click with kinesthetic people:

Coach's corner

When coaching Internet marketers, I urge them to include something interactive on their Web site for their kinesthetic visitors. Examples may include a questionnaire or survey, or an interactive poll or forum where they can connect with others who use the product or service being sold.

Kinesthetic people need to interact with your product or service to feel comfortable.