What is your primary representational system?
In the NLP Model of Communication information is processed through our minds (brain/nervous systems) and that information is filtered which involves us deleting, generalising and distorting the information in such a way to make it more meaningful. Through our minds we make an internal representation of that information which is based on pictures (visual), sounds (auditory), feelings (kinesthetic), smells (olfactory) and tastes (gustatory). Those experiences are then labelled with our own internal dialogue commonly called “self talk” or auditory digital.
We all have a primary representational system (major system) we use to access information. Some people are primarily visual, others are kinesthetic and others are auditory. By understanding a person’s primary representational system you can determine how they make sense of their world around them and match or mirror their primary systems to create and maintain rapport. Rapport of course leads to trust, understanding and harmonious relationships!
There are a number of key words (predicates) used by each representational system. People who are primarily visual will use words such as see, look, show, dawn, illuminate, imagine, clear, foggy, focused, hazy, picture or crystal. Another distinction is that visual people will memorise by seeing pictures, are less distracted by noise and have difficulty at times remembering and are bored by long verbal instructions. If they are buying from you, then they will be interested in the way the product looks.
Those who have a preference for the auditory system will use words including hear, listen, sounds, make music, tune in/out, be all ears, rings a bell, resonate, deaf, question or hearing. These people are easily distracted by noise and will repeat things back to you and learn by listening. Auditory people love to listen to music and talk on the telephone.
People with a kinesthetic preference will use such words as feel, touch, grasp, catch on, tap into, make contact, throw out, turn around, unfeeling, concrete, get a handle on, solid or scrape. These people can talk slowly, respond to physical rewards and touching and will memorise by doing or walking through something. People who are kinesthetic and are interested in buying from you will want the product to feel right to them or will have a gut feeling that it is the correct thing to do.
People who are auditory digital use common words as sense, experience, understand, logical, process, decide, motivate, consider, change, perceive, insensitive, distinct, conceive or know. People using this as their primary representational system will spend a fair amount of time talking to themselves. They will memorise by steps and procedures and will want to know that any product they are purchasing makes sense.
By understanding other people’s primary representational system you can then speak in their language to build rapport and gain trust and harmony in the relationship. This can apply to any relationship whether as a partner, parent, child, teacher, student, in business, or in sales.
Want to know more about representational systems? Want to learn what you primary representational system is? You can also learn about representational systems and learn how to match and mirror someone’s primary representational system at the next Master Communicator Workshop in October. Email darren@forwardperformance.com.au or telephone Darren Johnson on 0448 0447 86 for more information.
