Auditory - Visual - Kinesthetic - Taste (Gustatory) - Olfactory (Smell)
We take in the physical plane through our five senses. We see things, hear things, feel things, taste things and smell things in our environment. When we process this information we represent it back to the external world using these same senses. We think in pictures, sounds and feelings and to a lesser extent tastes and smells. Tastes and smells often are adjunct to the other three senses. While we use all five senses to represent our world each person has one sense they draw from the most. This is called our primary representational system.
The concept of the primary representational system is rooted in Neuro-Linguistic Programming (NLP). Of the five senses, auditory, visual and kinesthetic function as primary representational systems. I have yet to meet someone whose primary representational system is taste or smell! If you are such a person write me immediately! As covered in the rapport section, people like us when they are like us. One effective way to build rapport with someone is to identify their primary representational system and then quite literally "speaks the same language" with them.
There are several methods for identifying representational systems. The first way is simply to let the person tell you. When we speak we chose words that reflect our representational system. They will give us a good picture of where they are coming from.
Listening to the way a person describes things when they tell their story will yield a wealth of knowledge about how they see their world. Then, if we look at what they say we begin to get a mental picture of their perspective. What follows is a list of words and descriptors broken down in to the various representational systems.
Read through them and then look at this paragraph again. You should have a good idea of my primary representational system! Try it and see for your self!
Visual - Auditory - Kinesthetic
Another method for identifying representational systems is to watch the person's visual presentation. Observe the way a person speaks, their gestures, their >posture, how they remember things etc. Below are some general qualities of Visual People who operate from the visual representational system tend to be very dynamic and often exaggerated in their gestures. They frequently look upwards. They present as upright in their posture, exhibiting a visual picture. A visual person's breathing tends to be shallower and off the top of their lungs. They are often well organized; attend to detail, clean and well groomed. They are deliberate and exacting in their actions. They are attentive to appearance. They see in pictures and have difficulty remembering verbal sequences. They are easily bored by the other representational systems because their minds tend to wander and move faster, however their attention is captured by visual stimuli.
People who operate from the auditory representational system tend to be very moderate in their gestures. They frequently look from side to side and/or down and to the right. They present as upright in their posture, exhibiting a visual picture. An auditory person's breathing tends to center in the middle of their chest. They frequently talk to themselves They are deliberate and exacting in their spoken word, often with pronounced movement of their lips. They are attentive to speech. They remember verbal sequences easily and learn by listening. They are attracted to music and sound. They respond to tone, timbre and cadence of sounds and/or words.
People who operate from the kinesthetic representational system tend to be very slow movers and their posture is often slumped. They frequently look down and to the left. A kinesthetic person's breathing tends to be from the bottom of their lungs, also known as belly breathing. A kinesthetic's speech is slow and deliberate.
They are easily frustrated but the speed at which a visual person operates. They rely on "gut feelings" for what they're doing. They rely on their sense of touch and respond to physical contact. They are comfortable being close to people and in physical contact with them. Touching or doing things captures their attention. < /font> < /p>
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