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Importance of understanding a target's mode of thinking

The importance of understanding a target's mode of thinking is to get the target into a comfort zone. When a target is in a comfort zone, they can easily open up. Humans generally tend to gravitate towards people that they are comfortable being around. Take for instance the following scenario of a social engineer that has spotted a target in a restaurant. The social engineer sits at a table in the direct sight of a client, somewhere he is sure to capture the target's attention. To discern the target's mode of thinking, the social engineer uses a gold pen. To tell whether the target is a visual thinker, the social engineer waves it around or flicks it in the air while signaling the waiter. ...