This person will spend a fair amount of time talking to themselves. They will want to know if your program “makes sense”. The auditory digital person can exhibit characteristics of the other major representational systems. Predicates Visual Auditory Kinaesthetic AD/Labelling Memorize by seeing pictures and are less distracted by noise. Often have trouble remembering and are bored by long verbal 'instructions because their mind may wander. They are interested by how the program looks. Typically are easily distracted by noise. They can repeat things back to you easily & learn by listening. They like music and like to talk on the phone. Tone of voice and the words used can be important. they talk slowly and breathy. They respond to physical rewards & touching. They memorize by doing or walking through something. They will be interested in a program that feels right or gives them a gut feeling. They spend a fair amount of time talking to themselves. They memorize by steps, procedures, sequences. They will want to know the program sense. They can also sometimes exhibit characteristics of other rep systems. See Look View Appear Show Dawn Reveal Envision Illuminate Imagine Clear Focused Hazy Crystal picture Hear Listen Make music Harmonize Tune in/out Be all ears Rings a bell Silence Be heard Resonate Deaf Mellifluous Dissonance Question Unhearing Feel Touch Grasp Get hold of Slip through Catch on Tap into Make contact Throw out Turn around Hard Unfeeling Concrete scrape get a handle solid Sense Experience Understand Think Learn Process Decide Motivate Consider Change Perceive Insensitive Distinct Conceive Know List of Predicates
Horse of a different colour In light of In person In view of like Make a scene Mental Mental picture Mind's eye Naked eye Paint a picture See to it sighted Showing off Sight for sore eyes Staring off into Take a peek Tunnel vision your nose Up front Well defined Idle talk Inquire into Keynote speaker Loud and clear Manner of speaking Pay attention to Power of speech Purrs like a kitten your purpose Tattle-tale To tell the Tongue-tied in/tuned out Unheard of Utterly Voiced an opinion Well informed Within hearing Word for word Hang in there Heated argument Hold it! Hold on! Hothead Keep your shirt on Know-how Lay cards on table Pain-in the neck Pull some strings Sharp as a tack Slipped my mind Smooth operator So-so Start from scratch Stiff upper lip Stuffed shirt Too much of a hassle Topsy-turvy If I show you an attractive way in which you could (potential benefit or their values), you would at least want to look at it, wouldn't you? If this looks good to you, we will go ahead and focus on getting the paperwork in. If I could tell you a way in which you could (potential benefit or their values), you would at least want to hear about it, wouldn't you? If this sounds good to you, we will go ahead and discuss how to set up an account. If I help you get a hold of a concrete way in which you could (potential benefit or their values), you would at least want to get a feel for it, wouldn't you? If this good to you, we will go ahead & set up an account by handling the paperwork. Intonation Patterns (English Language) The arrows indicate the tone of voice used in the sentence. W W W = Question?
same anchor for each of these resourceful states, Practitioner creates for Client, a powerful "stacked anchor". Practitioner tests the anchor. Client provides a detailed description of the scenario identified in Step #1 and coaches Observer in the specific behaviours necessary to role play so as to totally and accurately reproduce the external stimulus. (This means, using verbal and nonverbal language patterns to re-create the external stimulus, and may include the re-creation of situations devoid of human interaction.) Practitioner triggers Client's stacked resource anchor as Observer begins to external stimulus. As Observer continues to role-play, Practitioner intermittently releases Client's anchor, calibrating Client's. If Client begins to revert to an unresourceful state, Practitioner fires anchor again. Continue until there is no longer any need for Practitioner to externally anchor Client. i.e.: Client completely resourceful. What has occurred now is that the external stimulus that previously triggered an unresourceful response in Client now triggers a resourceful response (related to the resources provided by the stacked anchor in Step #2). NLP Change Personal History Change personal History is for the purpose of changing a number of memories in the past and adding resources. It has been replaced by Time Based Techniques Procedure Design and install a positive resource anchor. Identify with client a persistent recurring undesirable state, and anchor the state. Fire the undesirable state anchor while you identify and then anchor one event in the client's past where the client experienced the state. Repeat this, anchoring at least two more events. (Anchor as many as necessary.) Make sure that the state associated with the positive resource anchor is greater than the negative state. Fire the first event anchor while holding the resource anchor and have the client relive the event with the new resources. Repeat this for each event that was anchored. Test. Future Pace. Physiology of Excellence
“I don't so. Just so I could see.” Now when you made the picture inside that you made when you were motivated, was that picture a memory or did you make it up in your head? “I made–up a picture of me doing something new.” Was that picture near or far? “It was really close–up.” And could you see yourself in the picture or were you looking through your own eyes? “I was looking through my own eyes.” And what did you say to yourself? “I said, 'Wow'.” Thank–you, Bill. “Thank–you.” you've mastered formal strategy elicitation, you can move on to informal elicitation. You could elicit someone's decision making strategy just by saying, “Hey, I love your shirt, how did you decide to buy it?” and then just listen and watch. Listen to the predicates, and watch the eye patterns and the other nonverbal cues. Since strategies can be elicited either informally or formally, if you do nothing else except just talk to the person, they will tell you exactly how they do whatever they do, and all you have to do is just watch them and listen to them. In business many times, its a little easier to discover somebody's strategy without doing it formally, so we're going to also cover several ways of doing strategy elicitation without being particularly formal or overt about it. Elicitation Demonstration 2 So, we sit across from our good buddy Dave here, and say, “Love your car, Dave. Where'd you get your car?” And Dave says, “I got it at the Plymouth dealer” and he holds eye contact with us, right? So Dave's one of those guys whose got a rule. And so, then what do we do? We change our eyes, we shift our eyes away from Dave, and we say, “So, what did you do, you walked into the car lot and the car jumped out at you and you bought it.” And Dave says, “No, not really” and accesses kinaesthetic. (Hold on a second, Dave.) We don't have a whole lot of information there yet, do we? (OK, go ahead. Dave moves his eyes...)