Can You See What I'm Saying? Visual Representational Systems

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 people use visual words to represent what they're thinking, words like 'bright', 'vibrant', 'I see what you're saying', they are processing information visually. If they use these words a lot, visual is their dominant system and the one they are most conscious of.

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.

Think of your favorite picture. How would you describe that to someone? It's likely that you'd have a lot to say--where it was taken, how old you were, what you were doing, why you were there, what you were wearing, who the other people in the picture are and on and on. The picture is in your head pulsing, vibrating with energy, and your voice might be high pitched as you describe it with excitement, and your words will spill out. . .

Read that last paragraph out loud really fast and you've got an idea of how a visually oriented person may describe this to you.

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.

I love finding someone oriented this way because they can be very powerfully persuaded.

As you become stronger at gaining rapport it is valuable to understand the representational system that your clients and prospects are using. Stay tuned for some future articles on the shortcut to figuring this out easily. Until then, see if you can identify five visually oriented people and notice how they speak and gesticulate.

About the Author

Kenrick Cleveland teaches techniques to earn the business of affluent prospects using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion techniques.

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