The convincer channel refers to the main way someone prefers to receive information that persuades them to make decisions. What kind of information helps them decide? What specific details or qualities within that information are most convincing to them?
For a salesperson, understanding this is valuable. What do you need to provide to persuade someone to buy your product? Do they respond better to visuals, such as pictures or presentations? Could your enthusiasm and passion alone sway them? Or do they prefer to experience the product firsthand? Perhaps they want detailed technical information.
Avoiding Missteps That Push People Away
If you present information the wrong way, you risk alienating the very person you want to influence. For example, giving a “feels right” person complex technical specs may frustrate them. Conversely, presenting a “sounds right” person with many images and diagrams may bore or overwhelm them.
Convincer Channel Types
Visual Convincer (Looks Right)
Those who rely on visual cues are convinced when what they see appeals to them. They prefer some form of visual proof—like the product itself, a photo, or a model. If you’re selling an idea, diagrams or charts work well.
Auditory Convincer (Sounds Right)
People with this convincer channel respond to sound and tone. They are sensitive to voice qualities, such as confidence or hesitation. A strong, authoritative voice—like a news anchor’s—can be very persuasive.
Kinesthetic Convincer (Feels Right)
These individuals need to engage physically or emotionally to be convinced. They want hands-on experience or to feel the right sensations connected to the product. Simply talking at them or showing visuals won’t be effective.
Logical Convincer (Makes Sense)
Logical convincers rely on understanding through reason and synthesis. They need clear explanations that make sense and fit into a logical framework. This isn’t just about following steps—it’s about reconciling ideas and seeing the bigger picture.
How to Identify Someone’s Convincer Channel
To discover which convincer channel a person prefers, ask questions such as:
- What influenced your choice when you bought your last car?
- How do you tell if someone is good at their job?
- What do you think about when choosing a new outfit?
- How do you know that I care about you? (This can be especially helpful in personal relationships.)