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How to use eye accessing cues to meet the client’s needs?

Let's say you are making a business presentation and…

…the person's eye accessing indicates that they are highly visual. They will like to think in pictures and will give you more attention if your presentation is delivered in a slightly high tonality, has a brisk pace, is not too fact-filled, has lots of anecdotes and is supported with lots of visual aids such as brochures, photographs, PowerPoint slides, etc.

… their eye accessing indicates they do a lot of self-talking. They want hard facts and figures and are not influenced by emotions or effusive enthusiasm. They will expect you to be able to support your ideas with well-researched data and they like 'no-nonsense' visuals such as graphs, bar charts, etc. They will want to be able to interrupt you with questions, sometimes quite frequently.

…their eye accessing indicates that they are highly kinaesthetic. They want to be actively involved. So give them things to handle or thumb through. Invite them to come up and help you with working things out on the flip chart. Ideally have a sample that they can keep and play with - left to their own devises they will probably sell it to themselves! Speak at a measured rate, not too fast, and allow lots of pauses especially when you see them accessing their feelings. And, avoid long presentations – they'll likely get antsy after about 20 minutes!

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