Old Dogs: Understanding Learning Styles

It's Monday morning. What better time to learn a new trick for the week? "Old Dogs" is designed to make you more effective by giving you a new skill to practice throughout the week and if it works for you, keep using it! All you have to do is read the article and give it a fair trial.

I used to think that everyone was 'wired' pretty much the same. That people thought the same but used the things they'd learned from past experience to shape their current viewpoint. I was wrong.

People have fundamental differences in the way they work and this is one of the simplest. Everybody sees the world through a mixture of three senses - visual, auditory and kinisthetic (feelings) - and the order in which they prioritise these has a bigger effect on their actions than you might think. For example if you walk into a meeting and don't address the kinisthetic person fairly quickly, they're likely to feel upset - even if they don't know why. If the person presenting is strongly Visual and you interrupt to ask a question, they may easily lose their train of thought and if you present to auditory people with a droning monotone voice, they'll switch off quickly.


And the point is?

Although I'll cover this in more depth in a few weeks, people really do like people like themselves. If you can present something in their style, you can interact with them far more successfully, you are more likely to 'sell' them something (ideas/yourself), and often build a good relationship between yourself and others far more easily than you would otherwise.


There are two approaches to dealing with this:

1. For large groups, you can pre-program your actions to hit all of the people in the right order (trust me, you really can do this)
2. When interacting with one, two or three people, you can easily identify their styles and tailor your approach to them individually.

So how do you identify them?

Using their eyes is one way. Wait until they try to remember something. When remembering:

• Visual people look up and right or off into space as they recall a picture of their memory
• Auditory people look left or right (towards their ears) as they recall the sounds of the memory
• Kinisthetic people look down and right as they recall how a memory made them feel

Another way is through the words they use:

• Visual people will use phrases like "I see what you mean" or "looks straightforward to me" and will often speak rapidly or high pitched
• Auditory people will say "I hear what you're saying" or "It sounds like.." and will speak evenly with a well modulated and interesting voice
• Kinisthetic people will say "I get what you're saying" or "I feel that" and will speak slowly and deeply with noticeable pauses

So that's all well and good - what do I need to know about dealing with these people?


Visual people (55% of people)

• Be patient. They'll want to see all the options
• Move more during interactions
• Include images or visuals in presentations
• Try not to interrupt them as they have difficulty getting back on track
• 'Show' them how to do something
• Understand that they think on their feet quicker

Auditory people (30% of people)

• Don't use loud noises as this will distract people
• They may talk to themselves
• They would prefer you to speak in an interesting and well modulated tone
• Make presentations succinct and to the point
• Let them talk to you

Kinisthetic people (15% of people)

• Address them FIRST!
• Will need longer to process information and ideas
• Do not deal with logic/rational argument well
• Respond to emotionally charged presentations
• Their gut reactions usually lead their thoughts

How do I try it?

Although people do swap recall systems, they will have one that they use most, their primary recall. Have a quick brush up on the section on spotting the cues and go talk to someone, then watch where they look when recalling. If they're not doing this on their own accord, you can ask them a memory based question to prompt them such as 'what was xxx talking about last week' or 'where was that meeting'. Also, listen to their words and the way they talk. By 'faking' their recall system and using their language, you will find that your interaction goes far more smoothly.

If you're going into a meeting and you know someone is kinisthetic, greet them first (k) as well as trying to respond to their questions first. Make sure you speak in an even and well modulated voice (a), use a visually interesting presentation (v) with something to touch (k) and an emotional charge (k). Use audible cues (a) where appropriate, try not to break off in the middle (v) and use a variety of styles to phrase your presentations. Also, make sure there is logic behind your arguments (a) and enough of the options are discussed (v).



Whilst this may not be easy in the short term, do it often enough and you'll internalise the behaviour. This will give you great insight into how any minds work and a great way to make people more receptive, and improve their perception of you dramatically.


Try it. You'll be astounded.