Although we each use all of our senses to perceive the world around us, three of our senses are dominant: sight, sound and touch. Each of us favours one of these senses as our dominant method for taking in the world and organising our thoughts, and we fall into the category of being a Visual, Auditory, or Kinesthetic person.

To identify which category your prospect falls into, look and listen for these clues:

The visual person:

• is animated and mobile
• is highly affected by colours
• doesn't take notes
• uses phrases such as, "I see your point," or "I get the picture."

The auditory person:

tends to work in places with a soothing background

talks through issues

does well in handling customer relations

uses phrases such as, "Sounds great," or "They really changed their tune."

The kinesthetic person:

tends to be in better than average physical shape

may experience mood swings which factor into his/her behaviour

makes judgements based on comfort

uses phrases such as, "I feel good about your product," or "You have to come to grips with that decision."

So at your next chapter meeting really listen to the presentations to see what you hear (sometimes professions leave clues - Photographers are usually visual, sound engineers are often auditories and coaches and physios are generally speaking, predominantly kinesthetic)