Part of establishing trust, or being able to convince someone, is sensing the different needs of different people. 

If you’re looking to be persuasive with someone, you want to see things through their eyes and communicate in a way they can relate to.

We all sort ourselves in two distinct ways:

Observe if those you’re speaking to are moving toward or away, by asking what that person wants.

• People motivated by possibility make choices based on what they want to do and are hopeful about pursuing the unknown. 
• Those who make decisions based on necessity do things because they feel they have to. People who are driven by acts out of a feeling of necessity...

• When trying to communicate effectively with someone who has an internal frame of reference, appeal to the things they know about themselves. Tie your communication to a personal fact you already know about that person.
• Those with an external frame of reference wan...