Everyone has elements of all three modes, but most people have one system that dominates. When you’re learning about people’s strategies to understand how they make decisions, you also need to know their main representational system so you can present your message in a way that gets through. If you’re dealing with a visually oriented person, you don’t want to amble up slowly, take a deep breath, and speak at a snaillike pace. You’ll drive him crazy. You’ve got to speak up so your message matches the way his mind works.
