Here are possible solutions. Let’s go through them together.- Auditory: He’s constantly giving me staticabout that. Kinesthetic:
He constantly gives me griefabout that. Visual: He’s constantly
showingme displeasure about that. - Visual: That really brightensmy day. Auditory: That really makes
my day sing.Kinesthetic: That makes me feelgreat today. - Kinesthetic: I’m absolutely immersedin this project. Visual: This pro-
jectloomslarge on my radar. Auditory: This project really strikes a
chordwith me. - Kinesthetic: This thing is weighing on me. Visual: This thing looks
bleak for me. Auditory: This thing soundsterrible to me. - Auditory: The guy is really offbeat.Visual: This guy is really off
color.Kinesthetic: This guy has really different strokes. - Visual: This problem keeps staring me in the face.Auditory: This
problem is coming in loudand clear. Kinesthetic: This problem is
abrasive. - Olfactory: This project really stinks.Visual: This project looksterri-
ble! Auditory: This soundsawful. Kinesthetic: This project does not
feelright. - Visual: This guy has a checkeredpast. Auditory: This guy’s past is
out of tune.Kinesthetic: This guy has a stickypast.
Did you find this exercise challenging? Was it exciting to change your
language to accommodate others’ representational systems? Can you see,
hear, and feel the power behind this? Imagine what this can do for your
business. How will things in your business improve? Will you be better
able to present compelling value? Will you enjoy increased customer satis-
faction and repeat business? Imagine all the possible benefits this will give
you. Really feel what it would be like to achieve those desires.
Now take a look at your personal life. How will these tools help you
there? Imagine how your communication has improved with your family,
friends, and loved ones. Is your life more enjoyable? How do the people
close to you react to you with your new skills? Really feel the difference this
will make in your life.
The key to achieving success is to use the tools. You must take massive
action now! No waiting around. That will serve no purpose. Use the tools
every day in your life. By doing so you will make your selling and all of
your communication much more effective. Practice a little at a time and no-
tice the difference in people’s responses.
Speaking Speed
Here is another indicator you will find very useful in determining
the primary internal representational system of others. Generally,206 Secrets of Compelling Communication