How to Change People's Minds?

When dealing with different types of folks, did you have to adapt your approach at all? Some people are wired to make decisions based upon their emotions. Others make decisions based on logic. And often times we miss that because we haven't taken the time. I've seen it happen time and time again. So a clansman comes into my room to be interviewed, or whatever. As soon as he or she sees me, the wall goes right up. You cannot impart any intelligent information to them when their wall is up. Your mission is to bring the wall down. In most cases, with me, most people have changed their perspectives.