The Lesson: Did you know that there are three types of processing styles in the world? 75 percent of people are classified as “lookers”; 20 percent are “ listeners”; and 5 percent are “touchers”. In addition to discussing the basic characteristics of each group, body language expert Lynn Franklin also explains and categorizes the less obvious behavioral tendencies. From having thin lips to pen clicking and holding stress in one’s shoulders, many seemingly meaningless tendencies can be very telling of the inner workings of a person’s mind. Franklin teaches the audience how to use this information to tailor their own language and behavior when speaking to each specific type, and she shares the useful secrets of navigating these social interactions with ease, so that misunderstandings can be avoided and an easy rapport can emerge from every new connection.

Notable Excerpt: “People’s brains process information in three different ways and their body language will tell you all day long what their primary style is. You just need to know what to look for and what to do when you see it – and it’s not like … ‘she’s leaning back, her arms are crossed, and she’s frowning so she must be unhappy’. It’s actually understanding how their brains work and then presenting your information in a way that people can see it, hear it, and feel it. It’ll increase the chances that they’ll say yes to whatever you’re proposing.”

The Speaker: After being forced to talk someone out of their decision to attach her with a machete, persuasion became a topic of great importance to Lynne Franklin. In addition to working in consulting and marketing, she delved into the study of neuroscience and people-skills, working with various organizations to apply her newfound knowledge to the business world. An expert in communication, she is also a President-elect of the Illinois chapter of the National Speakers Association.

Books: Lynne Franklin is the author of “Getting Others to Do What You Want”, a book that is a culmination of her vast knowledge of the brain and the way people work.

(LISTEN to the inspiring talk below)

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