We all communicate using different representational systems. We use our five senses (seeing, hearing, tasting, smelling and touching) plus self-talk (internal dialog) to view the world and things happening in it. Using these senses we make sense of what happens around us, what we say to others and what others say to us.
Simplified, we use the following representational systems to communicate:
* Auditory Digital
Thought we use some or all of these systems all of us have a primary one that we use. The one system we favour, and as you go through this book it becomes your responsibility to start to notice which system you use the most and the systems other people use.
Prefered Representational Systems
People who are primarily visual (V) tend to speak faster over the phone, they will stand or sit with there bodies erect and eyes up. The appearance of things can be important to them and they tend to be organized. They learn by associating images with their conversations. If communication is only verbal they are more challenged to recall the information, so they will wan to get a clear picture in their mind as to what you are talking about, they like to have pictures and diagrams to go with there conversations. They aren’t easily distracted by noise and they usually have to see something for it to capture their attention or interest. They also like watching the TV.
People, who are primarily auditory breath from the middle of their chests, move their eyes from side to side, often talk to themselves and are easily distracted by noise. They learn and memorize by hearing information sequentially, they like to be told how they’re doing on a job and feel loved by hearing a certain tone of voice or words. They respond to sounds and consequently like music, talking on the phone and listening to the radio.
AUDITORY DIGITAL (Ad)
People who are primarily auditory digital are often listening to inner dialogue in their heads, they make decisions using a list of criteria and they can use any or all of the other representational systems but are interested in something when it makes sense, figuring out problems.
People who are primarily kinaesthetic generally breathe from the bottom of their lungs, so their stomach visibly moves up and down, they may move and speak slowly and respond to touch and physical rewards, they learn and memorize by doing. Something has to feel right for them to be interested, doing activities.
The olfactory system is the sensory system used for olfaction, or the sense of smell. Though not related to eye accessing cues, is apart of people communication. You will find over time there is a percentage of people that will communicate using words that relate to smell. The use of olfactory language and references can easily be noticed by the comments people make when they smell a perfume that reminds them of something or some one. You will also find there are industries that people work in the mean their olfactory language is far more developed than others.
The gustatory system is the sensory system for the sense of taste. Like the olfactory system there is no eye accessing cue for the system. How ever you will see it present in the language of people that deal with taste in their every day lives, most often people that deal with food, they not only find it important to create beautiful ‘visual’ dishes, they are wedded to the taste of the food.