auditory adventures
As you begin to listen to what I'm describing, you will hear the ways these words can describe anything and everything. When you orient your words to work with auditory people you will find it deeply resonating with them. Calm your voice for even greater appeal when verbalizing your message. When you tune in to what your clients and prospects are telling you, you become more empathetic thus assisting the rapport process.
Reread the first paragraph and notice that I've stuffed it with a bunch of auditory words so that you can begin to 'hear' what they sound like and can more easily identify the type of person you're talking to. My suggestion is to make some lists, one for auditory, one for visual and one for kinesthetic words and study them. The better you know them, the more quickly you can come up with the system in which your prospect or client is operating.
In past articles I described the basics of VAK. I also went into more detail about visual and kinesthetic language. In this article, I am going to explain how you can easily determine whether someone is auditory.
To begin with, auditory people have some distinct vocal characteristics. One type is a bit sing-songy when they talk. Many radio disc jockeys, for example, are oriented towards the auditory.
Auditory folks can often have a very affected way of speaking with the pitch of their voice varying wildly, rising and falling. In essence, their speech can be dramatic.
Another type of auditory person speaks in a droning monotone. This is an easy one to figure out. They speak deliberately and they expect you to listen to what it is they're saying. They phrase things carefully and thoroughly so that they are very certain to make their point clearly.
Of course, as with all of the representational systems, you will also hear their orientation in the words they use, in this case, they will be auditory.
You can also watch their eyes for hints. Whereas a visually oriented person looks up (towards the pictures they're creating in their mind), the auditory person looks side to side (towards their ears).
Oftentimes, they will tilt their head to the side as if on a phone. Think back to a time when you watched someone on the phone (not a cell phone, a real phone where they have to cradle it on their shoulder). And now think back to when someone did that without a phone, leaning to one side, maybe seemingly moving towards you to hear better. If you see that, you can be 100% certain you're dealing with an auditory person.
Because they're not creating pictures in their mind like visual people, auditory people don't mind if you stand closely to them.
To some extent, we're all different parts of this--sometimes people are equally visual, auditory and kinesthetic. The power comes from determining which your prospect leans towards and working those words into the conversation.
Auditory examples: Al Gore. Regardless of how much coaching he gets, or how hard he tries, his speeches are monotone. Dick Cheney. Notice how he cocks his head and also has a monotone speech pattern.
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About the Author
Kenrick Cleveland teaches techniques to earn the business of wealthy prospects using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion techniques.
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by: KenrickCleveland
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