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Part III: Involve Your Readers’ Senses > Understand Sensory Styles

Chapter 12. Understand Sensory Styles

As you learned from the S.A.L.E.S. model outlined in Part II, persuading readers to your viewpoint starts with getting your readers’ attention. Then, as you address the background essentials, benefits, and possible objections, you will be better able to keep your readers’ attention if you appeal to their sensory style.

People receive and transmit information primarily through their senses of sight, touch, and hearing. Thus, their sensory style is labeled visual, tactile, and auditory, respectively. People generally exercise a mix of all three styles, but most will show a dominant preference for one sensory style over the others.


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