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VAK Revealed By Expert Author: Kenrick Cleveland
View Summary \| Submitted: 2007-10-28 \| Word Count: 539 words \| Views: 144 view(s)

As we persuade our affluent prospects, it is useful to match them and be like them as much as we possibly can.

But when you get right down to it, it's very individual. How do we individualize our presentation for each of our prospects? As it relates to rapport, we can do so by effectively learning how their mind thinks.

There are three major ways our minds think and we are all predominantly one (and often a combination) of them:

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

Visual, auditory and kinesthetic are the three major forms.

As we increase our precision in language, we create faster verbal rapport. The process of rapport also has the added benefit of training our clients and prospects to follow along with our ideas and suggestions. By developing a flexibility of language, we set the groundwork necessary 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?

As a way to get into this, we need to discover how we perceive the world within which we exist.

Well, simply, we perceive the world through our five senses--visually, auditory, kinesthetically (touch), orally, and olfactorily (is that even a word?).

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. You're not. The occurrence happens a fraction of a second before your perception can catch it. The information has to be filtered through your five senses. This is how you become aware that there's even an experience which has happened around you.

Another way to look at this is, if a pencil were in a room and something happened but you weren't there, would the pencil know that it 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.

I believe it takes an observer in the room to know that something has happened. We observe by absorbing through our senses what takes place. Once the information comes in, we can recall and discuss 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 filters distort. As human beings our thoughts and perceptions go through three main filters fundamental to all human beings.

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

In other words, there are so many things happening every second around us that if you could possibly pay attention to all of those things, it would pretty much drive you crazy and nothing would make sense.

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/Author Bio

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

Article Source: http://www.articlesphere.com/Article/VAK-Revealed/110046

Article Tags: business, sales, persuasion, sales techniques, persuasive selling, persuading the affluent, business, finance, sales, sales training, nlp, sales training, persuasion

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