Seeing The Light: Visual Systems Of Representation
In previous articles I've written about the representational systems we all use in relation to communication and how we see the world (visual, auditory, and kinesthetic being the most widely used) and the value it has in gaining rapport with your affluent prospects and clients. In this article, I want to focus our sites on visual language.
When a person leans toward a more visual orientation, they use words like bright, shining, vibrant, 'I see what you're saying'. They are remembering and processing information in their mind visually.
What kind of behaviors might we expect from someone who's using predominantly visual words? People who are visual tend to speak a lot with their hands. They generally talk faster as if they're trying to tell you all of the thousand words that a picture is worth.
Put a picture in your mind and you're trying to describe it to me you may really get off on a roll here with your words, you're trying like crazy to describe it and you're talking, like sometimes people they talk really fast, even talking a little higher. The pictures are flipping through their mind at high speed and they're trying to give you all the information that they're seeing and they can't quite keep up with it even.
Now try reading the last paragraph out loud, sort of fast, and this will give you an idea of how a visual person speaks.
There are a few other things that you'll notice. They may often breathe higher in their chest. You may also notice that they need distance between you as they speak. They don't like to stand real close to people, not too close, because what happens is you will be in their picture if you stand too close.
Here's something you can use to see if someone is visually oriented. When you talk to them, move close and see if they get uncomfortable.
You can do this with a visually oriented person to confuse them slightly, therefore making persuasion effortless. If you notice them looking off into space, point to where they are looking and slide the area around.
It's fun to play around with this a little bit and will absolutely not hurt the person you're doing it with. This will help you to begin to understand the mechanisms of a visually oriented person.
These kinds of people can be very powerfully persuaded. When you find them, you'll learn to love what you can do with them.
When gaining rapport it is valuable to understand the representational system that the prospect is using, but as we will discover in future articles, there's a shortcut. For now, just see if you can identify five visually oriented people this week and notice how they speak and gesticulate.
About the Author:
Kenrick Cleveland teaches strategies to earn the business of wealthy clients using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion strategies. Don't reprint this exact article. Instead, reprint a free unique content version of this same article.
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