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UNDERSTAND WHO YOU ARE WITH

SPEAKING

 

HOW TO RECOGNIZE PEOPLE'S MODELS

 

When I speak to a person, I am communicating information to that person.

I deduce that, for now, information can only be shared only through a very specific system, COMMUNICATION.

Communicating with a person means sharing a code, in this case, a language that can be elaborated, understood and deduced.  

There are many means of communication, all of which are based on a well-defined system, sensoriality.

The definition of sensoriality is very simple, but there is a lot to say, in this article I will focus on how people receive information by sharing a very important pillar of communication right away, the survival of the human being is measured on the perception of information that comes to him from both the external and internal world.

Through the senses I can share and receive information.

What has fascinated me over the years is how often and willingly, people even speaking the same language and knowing each other for years cannot understand each other.

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This happens because you probably don't really know the person with whom you are exchanging information, regardless of the argument you are facing and the values that a person possesses.

This reflection led me to think that communication is essential in everything we do, but we also need to understand how people best receive this information.

THE INTRODUCTION

All individuals are unique and unrepeatable both from a physiological and psychological point of view, this makes it clear that information can be distributed differently based on the people you interact with.

At this point it is time to simplify to make everything even easier and understandable.

Richard Bandler, a recent graduate of the University of Santa Cruz in California and a professor at the same university, defines that there are three profiles of people who identify a very specific method of communication.

The categories distinguish between VISUAL, AUDITIVE AND KINESTHESIC.

What does it mean to be Visual, Auditory or Kinesthetic and above all what are those elements and characteristics that differentiate one modality from another?

In the western part of the globe, adults are divided into:

  • 55% visual

  • 20% auditory

  • 25% kinesthetic

this means that that is the way in which that person is most comfortable and quick in receiving and sharing information.

VISUAL

You will have happened to find yourself in front of a person who speaks rapidly as if he were chasing the words that follow one another, with extreme speed, almost as if they were to represent a very rapid sequence of images and to explain he uses figurative gestures such as sketches on paper and visual references.

This is the typical modality of the visual, a dynamic individual who thinks in images. The visual processes his own thoughts and reflections as if they were quick sections of a film, gesticulating a lot, bringing his arms outwards as if to draw concepts in the air, looks upwards when he thinks and uses a stamp of high voice and very accelerated, with very few pauses, also has a tendency to communicate using words that tend to refer to images, colors, shapes.

For example.

Look at me when I talk to you!

VERBS MOST USED BY 'VISUALS' DURING DIALOGUE:

see, look, imagine, observe, photograph, think, glimpse, glimpse, eye, sight, review, dream, imagine, notice, perceive, clouded, obscured, clouded.

NAMES MOST OFTEN USED BY 'VISUALS':

image, figure, shape, appearance, appearance, semblance, semblance, facade, photo, painting, video, sequence.


ADJECTIVES USED BY 'VISUALS':

bright, shiny, sparkling, brilliant, sparkling, shiny, sparkling, blazing, dazzling, phosphorescent, luminescent, iridescent, clear, glaring, manifest, evident, radiant, dark, bright red, hope green, blue.

A VISUAL CUSTOMER

The visual client must have the situation in view, possibly not go out of his visual space, important not to get too close, they do not want their view to be obstructed by someone else's image.

When he talks and thinks he often has eye access upwards, while when he listens to a person he tends to look him straight in the eye.

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AUDITIVE

An auditory person will communicate harmoniously, speak with a rhythmic cadence with an accurate choice of words, pausing at the right point and breathing regularly.

Auditors have a memory capable of recording the sound around their life.

Listening for this kind of people is fundamental: they give great importance to dialogue and discussions, to the meaning and use of words.

They are relaxed, communicative individuals with great ability to express themselves; they love to converse and remember in detail all the words they have heard.

These subjects are organized and carefully ponder their every decision, they keep a safe distance with people they don't know thoroughly: they are introverted, reserved and thoughtful.

VERBS MOST USED BY AUDITORS DURING DIALOGUE:

hear, hear, hear, whisper, speak, yell, chat, spread, hum, whisper, creak, ask, answer, compose, reply, question, list, translate, evaluate, tell, verify, ring, amplify, eavesdrop, confide, report

ADJECTIVES USED BY AUDITORS:

rhythmic, marked, melodious, harmonious, disharmonious, exact, measured, out of tune, high-sounding, silent, noisy, harmonious, dissonant, amplified, sonorous, unheard of

THE HEARING CUSTOMER

The auditory moves in a rhythmic manner, using gestures such as the snap of the fingers and terms such as "say it loud and clear", "lend an ear" "have you heard the latest news?" "I listen to you" "it doesn't ring me"

When he speaks he has a tendency to turn his gaze sideways when he listens he turns his ear slightly towards the interlocutor, he also loves

KINESTHESIC

Kinesthetic people are the remnant of the population and see the world through the filter of the most tangible senses, namely touch, taste and smell. Their life is interpreted on the basis of their emotions and their bodily, tactile and perceptive sensations.

A kinesthetic subject uses long, deep breaths, takes numerous pauses, and has a low tone of voice.

His gestures are slow, almost relaxed.

This type of person tries to seek physical contact with the interlocutor, such as touching his hand, shoulder or looking for a hug.

They themselves often touch their chest, belly and nose. They are emotional, sociable and sanguine people who get excited by what they feel at that moment.

They don't have a keen interest in detail, like visual people, but they are spontaneous and have a tendency to seek out emotions in the first person.

Their most used expressions are: goosebumps, feet on the ground, outspoken, stinks under the nose, I do not follow you, hold on to, cut short, come to the point, be tactful, be tough, have rough ways. , bad jokes, running dry, good mouthing, high bill, having a good nose, keeping in mind, sniffing out deceit

VERBS MOST USED BY KINESTHESICS DURING DIALOGUE:

touch, feel, grasp, caress, manipulate, do, mold, mend, stimulate, press, shape, tickle, bump, move, squeeze, warm, sweeten, taste, savor, eat, sour, quench, satiate, smell, smell, to perfume, to smell

ADJECTIVES USED BY KINESTHESICIANS:

heavy, stimulated, palpable, tangible, smooth, velvety, concrete, soft, thick, rough, warm, hard, kneaded, sticky, fresh, smooth, tight, sweet, bitter, sour, salty, sour, sickly, disgusting, creamy, spicy, tasty, sparkling, juicy, palatable, fragrant, intoxicating, fragrant, spicy, smelly, aromatic, suave, balsamic

CHINESTHESIC CUSTOMER

He loves to hear characteristic scents, he prefers to touch different materials, he relates calmly, he also likes to experiment with new tastes as long as they arouse well-defined sensations, such as freshness, softness or sensuality in the most elaborate of offers.

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CONCLUSIONS

Communication becomes effective when we can determine who we are interacting with.

These three profiles listed, give you the opportunity to easily and reliably recognize the profile of the person in front of you.

ADVANTAGES?

You are faster at sharing information

You empathize with your customer

Error rates plummet significantly.

Expressing a thought has a meaning,

but how you say it and what impact it has on people makes a difference

(Dennis Zoppi)

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