Reading Minds Through Body Language: Lynne Franklin (Transcript)

Lynne Franklin

Here is the full transcript of author Lynne Franklin’s talk: Reading Minds Through Body Language @ TEDxNaperville conference. This event happened on November 10, 2017.

 

Listen to the MP3 Audio: Reading minds through body language by Lynne Franklin @ TEDxNaperville

 

Lynne Franklin – Persuasive Communicator

Hi, I’m Lynne Franklin. I have one question for you. How would you like to be a mind reader?

Because part of me is thinking I bet your mind’s thinking that’s not going to happen.

Here’s the truth. People’s brains process information they think 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 one of those where she’s leaning back, her arms across, 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, and increase the chances that they’ll say yes to whatever you’re proposing, and also decrease the chances that you’ll do something stupid. Like this!

Back in my 20s, before I knew any of this stuff, I had a client who was a corporate controller. And he would sit across from me in meetings and he was always looking down with the occasional glance up.

And I thought, “Okay. Well, he’s a numbers guy. He just feels comfortable looking at the numbers.”

And then as time went on, I thought, well, you know he’s just socially inept and he doesn’t know how to give me eye contact.

And finally because I was young and stupid, I thought every time he’s looking up, he’s looking at my chest and I’m offended. And there was one point I actually went to meeting and went, “Excuse me. I’m up here.”

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Ooh! Yeah talk about judgmental.

Here’s the scoop. This guy’s brain worked in a way that he was never going to give me eye contact. And no matter how many times I modeled the behavior I wanted him to use, all that did was make both of us feel uncomfortable.

So how can you tell — how can you read people’s body language to read your minds?

We’re going to show you right now, and that means I’m going to bring out our first body language model: James. Thank you James.

LOOKER

James represents 75% of the world. You didn’t know this about James but James is a looker. What that means is that James’s brain thinks in pictures and images — in pictures and images.

And here’s how we can tell that James is a looker from his body language. First thing, he stands up tall. He has good posture.

Second, he’s dressed well because appearance is important to lookers.

The next thing you’ll notice about James is that he holds a little stress in his shoulders. Lift up your shoulders a little bit. Yeah, keeps all the stress there.

Next thing you’ll notice he has wrinkles in his forehead, because James looks up when he remembers something he has seen and he looks up more often than most of us do.

Next thing you notice about James is that he has thin lips, suck them in. And you know this is a chicken and egg thing. We’re not quite sure why lookers have thin lips but most of them do.

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