Identifying and Utilizing Visual, Auditory, and Kinesthetic Systems
Observing the body language of clients is essential in sales, but equally important is identifying the Representation Systems they use to process information. These systems include visual, auditory, and kinesthetic, and they reveal how individuals prefer to receive and communicate information. Recognizing these systems allows salespeople to tailor their language and strategies to better connect with customers, thereby increasing the likelihood of successful negotiations.
Visuals
Visual individuals are characterized by their restlessness and mobile hands. They tend to grasp information in a snapshot, are organized and meticulous, and often exhibit behaviors like blinking frequently and raising their eyes. They use expressions such as “see” and “look.” Visual individuals remember what they saw and are often found in professions like architecture, decorating, and painting. Their breathing is shallow with high shoulders, and they speak with a high volume, tone, and rhythm. Keywords they use include see, look, appearance, show, illustrate, clear, view, expose, focus, bird’s eye view, graphic, vague idea, retrospective, light of, perceive, obvious, under your nose, shortsighted, spectacle, point out.
Auditory
Auditory individuals have regular breathing and often tilt their heads when listening. They process information step-by-step and tend to dress conservatively and discreetly. Common behaviors include drumming fingers or tapping feet. They remember what was said and are found in professions like psychology, music, telemarketing, and law. Their eyes move to the sides, and they maintain balanced shoulders, with both internal and external dialogues. Keywords they use include listen, discuss, talk, tune in, shout, count, harmonize, that sounds to me, be in tune, clear as a bell, hidden message, argue, full of ears, tune in, voice, well-informed, word for word, loud and clear, way of speaking.
Kinesthetic
Kinesthetic individuals exhibit deep breathing and learn best through hands-on experiences. They tend to touch others while speaking and prefer wearing comfortable clothing. They may drag their feet and remember how things felt. Professions commonly associated with kinesthetic individuals include cooking, perfumery, and yoga instruction. Their eyes are often directed downwards, and they have slouched shoulders. They enjoy sensory experiences such as food, drink, and perfumes. Keywords they use include feel, touch, move, rough, firm, solid, soft, get the idea, notice what you’re saying, press, carry, cold, fresh, nail it, slipped my mind, throw, tickle, pressure, pat, hit, twist, stay there, fed up, in contact with, irritate, lay cards on the table.
Understanding and identifying the preferred Representation Systems of your clients is a powerful strategy in sales. By tailoring your communication to align with their visual, auditory, or kinesthetic preferences, you can foster a deeper connection and significantly improve the effectiveness of your interactions. This tailored approach not only enhances the customer’s experience but also increases the likelihood of a successful sale.