Verbal Rapport

The Five Representational Systems

1. Visual (see)
2. Auditory (hear)
3. Kinesthetic (feel)
4. Gustatory (taste)
5. Olfactory (smell)

We all use all five. Nobody is just one. However, some people prefer operating out of just one system and ignore tremendous amounts of stimuli from the other systems. Therefore, you must communicate using the preferred system or run the risk of being difficult, misunderstood, or Simply ignored.

The reason that we call it our representational system is because these five senses represent reality to us inside our own minds. Strange as it may seem, we don’t know what reality is. We only know what we filter from our external events. We use our five senses to take information in and store it.

Our representation of reality comes in initially through our five senses and then goes through our internal filters. (Sometimes, you just don’t hear certain things. That is a filter.) Individuals communicate with each other in sort of a code. If you can unlock this code, they will believe you truly understand them. When. you match someone’s coding system verbally using words from the representational system of their choice, they don’t have to re-code to make sense of it. If you know that saying the sounds “Sit B. Oey” would give you the result of having an animal coordinate his bottom to the floor, you wouldn’t care if the words made any sense. The dog doesn’t have to know that it is correctly spelled “Sit. Boy.” In fact, he doesn’t even care it isn’t a proper sentence. He doesn’t know that sit is a verb and a command. All he knows is that those sounds have a code that makes sense to him. Therefore, when you choose the same code as the person speaking, no internal translation has to take place, and your communication is effective.

Influence and you will focus on the three main sources for coding

1. visual
2. Auditory
3. Kinesthetic

Exercise:

Which of the three codes categories do the following phrases fit?

see it clearly brilliant example
shake down rings a bell
solid idea tone it down
tune him out pretty as a picture

Other ways to use verbal rapport:

Replicate moods, beliefs, interest, content of conversation, opinions, enthusiasm, etc.

Below arc a fist of words which will RED FLAG which representational system the speaker is accessing at that time.

Representational Systems KeyWords Visual Auditory Kinesthetic Unspecified

see hear feel sense
look listen touch experience
view sound(s) unbudging understand
appear make music get a handle think
show harmonize solid learn
crystal clear mellifluous suffer conceive
flash dissonance hard be conscious
imagine attune make contact know
focused overtones throw out perceive
twinkle chant turn around insensitive
clear question grasp distinct
foggY beallears get hold of motivate
dawn slip through consider rings a bell
ha?Y silence catch on change
sparkling be heard unfeeling process
reveal resonate concrete decide
envision d e a f scrape contemplate
illuminate tune m/out tap into relate shine clatter link reward
dim tell cram express
dark noise tackle feedback
glow shout warm logical
scan talk
sharp organize
pretty say soft
zoom in babble fall
reveal shrill shape draw voice tension

Recommended books (downloadable pdfs):

David Deangelo - Leil Interview Special Report
David Deangelo - Dave M Interview Special Report
Social Mastery - Speed Rapport

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