Metaprogrammes

Internal Representational Systems

We have already talked about making internal representations in previous chapters and the meta programme called CONVINCER describes the way that people think and what they base their decisions on.

We have also described that information comes in one of 5 main senses as well.

Well, it is now time to put all of this together by recognising the thinking process of a person by listening to the verbal indicators that they use in everyday speech and then using this information to tailor the way that we communicate to them.

Remember, people like people who are like themselves!

For example if we meet someone who makes decisions because “It looks right” and uses mainly visual indicators, we will find it easier to communicate to and explain things to that person if we show him a diagram or by painting him a picture in his minds eye.

So below is a list of indicators of the words that people use for the 3 main modalities:

Visual Auditory Kinaesthetic Unspecified
See Hear Fell Sense
Look Listen Touch Experience
View Sounds Grasp Understand
Appear Make music Get hold of Think
Show Harmonise Slip through Learn
Dawn Tune in/out Catch on Process
Reveal Be all ears Tap into Decide
Envision Rings a bell Make contact Motivate
Illuminate Silence Throw out Consider
Imagine Be heard Turn around Change
Clear Resonate Hard Perceive
Foggy Deaf Unfeeling Insensitive
Focussed Mellifluous Concrete Distinct
Hazy Dissonance Get a handle Know
Picture Unhearing Solid

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