The Definitive Book of Body Language

The Definitive Book of Body Language

cies between what a person says and what they really think.

Thirty-five per cent of people prefer the visual information

channel and will use phrases such as 'I see what you mean'

'Can you look into that?', 'That's perfectly clear' or 'Can you

show me that?' and you will get their attention by showing

them photos, charts and graphs and asking if they 'Get the

picture'.

Twenty-five per cent prefer the auditory channel and use

words such as 'That rings a bell', 'I hear you', 'That doesn't

sound right' and that they want to be 'in tune' with you. The

other 40% prefer the feelings channel and will say 'Let's kick

that idea around', 'Our department needs a shot in the arm',

'I can't quite grasp what you're saying'. They love to test drive

things and be involved in a demonstration so that they can

'grasp the idea'.

NLP is a remarkable discovery and a powerful communica-

tions tool that should be addressed as separate subject. We

suggest you follow up by reading the work by Grinder and

Bandler mentioned in the reference section at the back of this

book.

How to Hold Eye Contact with an Audience

As professional conference speakers, we developed a technique
for keeping an audience's attention and letting them feel
involved. In groups of up to 50 people it's possible to meet the
gaze of each individual. In larger groups you usually stand
further back, so a different approach is needed. By pegging a
real or imaginary point or person at each corner of the group
and one in the centre, when you stand at a distance of 10 yards
(10m) from the front row, approximately 20 people in a group
of up to 50 will feel you are looking at them individually as
you speak and so you can create an intimate bond with most
of your audience.