Learning How People Learn
Your ability to discover how people learn while investigating the prospect’s needs is essential to your success in the LTC insurance home interview.
All people have a preferred method of receiving information – visual, auditory or kinesthetic (by touch).
You must access all of these senses to discover the prospect’s preferred learning method and maximize your use of that method.
When something is explained to you, how do you respond?
Are you more likely to say, “I see what you mean” or “That sounds about right” or “That feels right.”
We structure our internal representations through our senses – primarily sight, sound and touch. Our senses play a large role in our learning and ultimately in our decision making.
- Visual: Many prospects base their decisions on what they see. You can talk to them all day long, but if they can not look at it and visually process the information, you will not convince them.
- Auditory: Other prospects need to hear your message – and be sure that you hear their message. These people may be less interested in what you show them, but are focused on what you say to make their decision.
- Kinesthetic: Some prospects must touch your product in some way to make their decision. If they can’t feel it, they are not motivated to make a decision.
The importance of accessing all of the senses during the long-term care insurance home interview is illustrated by the following statistics on learning. We remember:
- 20% of what we read.
- 30% of what we hear.
- 40% of what we see.
- 50% of what we say.
- 60% of what we do.
- 90% of what we see, hear, see, say and do.
Get all of your prospective client’s senses involved … so you can learn how they learn!