Understanding VAK

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

Persuasion, at its core, a highly individualized process. How do we attain the individual recipe for each prospect quickly? We effectively learn these techniques to learn how their minds think.

Our minds work in three major ways with one more predominant and usually in combination with other other ways.

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

Visual, auditory adn kinesthetic are the three major forms.

Increasing our precision with language creates faster and faster verbal rapport. As we begin the process of rapport, we also train our clients and prospects to follow our suggestions. In order to do this we must develop skills in flexibility of language and a groundwork for upcoming strategies.

What is the difference between reality and our THOUGHTS of reality?

What is the difference between experience, (I mean, that which is happening around us), and what we remember about what has happened around us?

To get into this, let's talk a little bit about how we perceive the world around us...

Keeping it simple, we perceive the wold through touch, taste, smell, hearing and sight.

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.

We perceive our world through our five senses. Now most people think, when they first start their study of this, 'My perception of what happened and reality are the same thing.'

Well if that's true, how is it that no two people experience things the same?

There are filters that change our perception of things. Our five senses are distorted. In fact, they go through three basic processes that are fundamental to all human beings.

What comes in through the filter is distorted, generalized or deleted depending on US, the individual.

Because there are so many things happening every second all around us, we couldn't possibly pay attention to everything. Nothing would make any sense and we'd be driven crazy by distraction.

So we learn to tune our senses to pick up the things that we believe are 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.

Article Source: http://www.rightbiz.com

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

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