Reading People: Know Your Client and Candidate

The most successful recruiters, sales professionals and leaders understand that effective communication isn't about what you say. It's about how the other person receives and processes information.

Clients and candidates all have different communication preferences. Some want facts, data and detail before making a decision. Others prefer high-level concepts, fast-paced discussions or relationship-focused conversations. When communication styles don't align, misunderstandings can occur, trust can be harder to build, and opportunities may be missed.

By learning to recognise the verbal and behavioural cues that indicate how someone processes information, professionals can adapt their language, questioning style and communication approach to create stronger connections and more productive conversations.