VAK Revealed

Persuading the affluent requires that we be like them, our prospects and clients, as much as we can.

When we meet a new prospect, their triggers are what we need to figure out quickly. The individualization for each prospect is exactly what these techniques will teach us.

Our minds think in three major ways. Most people have a predominant way of thinking. However, often we use a combination of ways of thought.

(1) seeing, (2) hearing and (3) feeling.

Visual, auditory adn kinesthetic are the three major forms.

Increasing our precision with language creates faster and faster verbal rapport. As we begin the process of rapport, we also train our clients and prospects to follow our suggestions. In order to do this we must develop skills in flexibility of language and a groundwork for upcoming strategies.

What is the difference between reality and our THOUGHTS of reality?

What is the difference between experience, that which is happening around us, and what we remember about what has happened around us?

To get into this, let's talk a little bit about how we perceive the world around us...

Keeping it simple, we perceive the wold through touch, taste, smell, hearing and sight.

There are many ways to view everything. Let's say you saw something happen ten feet away (and let's for the sake of argument, assume you have all of your five sense in tact). Do you perceive the incident as fast as the incident has occurred?

No. The incident happens a split second before you perceive it. This is because the information is filtered through your five senses. Put it this way, hwo do you even become aware that something is occurring?

Look at it this way, if a pencil were sitting on a desk and something happened in the room where the pencil and desk were, would the pencil be aware of what happened?

There are some who argue, yes, the pencil knows and if someone tunes into the pencil, it will tell them. Well, maybe so, but I doubt it.

It takes someone to observe the occurrence (or the aftermath of the occurrence) to know that something has happened. By absorbing through our senses what takes place, we observe. Once this has happened, we can remember it and talk about it.

Most people think as they start to study this that their perception of what happened and the reality of what happened are the exact same thing.

Why is it, then, that no two people ever experience reality in the same way?

Our VAK filters change our perception. The five senses (and the three "big ones" in particular) distort as we are distorted.

What comes in is distorted, or generalized and/or deleted.

Because there are so many things happening every second all around us, we couldn't possibly pay attention to everything. Nothing would make any sense and we'd be driven crazy by distraction.

We learn to tune our senses into picking up what we believe is important.

I will explore each of the three main ways of perception and how they affect rapport in upcoming articles to show you how tuning into your affluent prospect's primary way of relating to the world can be used for maximum persuasion.

About the Author

Kenrick Cleveland teaches strategies 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 strategies. Click here to get your own unique version of this article.

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