Visual Represetational Systems: See The Light
Kenrick Cleveland
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.
If you put a picture in your mind and try to describe that picture to me, you may find yourself talking a lot. You may find the words just start flowing and you talk faster and faster, maybe with a higher pitch. The pictures are flipping through your mind without you being able to keep up with them.
If you read the last paragraph out loud, you will have an idea of how a visual person may relate something to you about the pictures they see in their head.
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.
One thing you can use to see if someone is visually oriented is this: when you talk to them, step in a bit closer and see if they back away. If they become uncomfortable with the closeness, they're most likely visually oriented.
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.
It's so much fun persuading a visually oriented person because you can almost see it happening, watch it as it washes over them, and it is powerful.
When gaining rapport it is valuable to understand the representational system your prospect is using. In future articles I will explain to you a shortcut on how to do this. Until then, see if you can identify five visually oriented people this week and notice how they speak and move.
Kenrick Cleveland teaches strategies to earn the business of affluent clients using
http://www.maxpersuasion.com/ persuasion. He runs public and private seminars and offers home study courses and coaching programs in
http://www.maxpersuasion.com/ persuasion strategies.
