We believe that people can be broken down into two mega-groups. The Lookers and the Listeners. Lookers are highly visual, tend to be youthful and impulsive. Look John, what I'm about to share with you is important. Please listen carefully.
Listeners are more aural.
They rely more on what you say than what you look like. They are, as a group, older, richer and more careful with their decisions. We have found that slowing down the speed of delivery to the listeners is essential for persuasiveness to occur. See mirror and matching techniques.