Engaging the Five Senses (2)
Auditory people perceive everything according to sound and rhythm. Phrases you would commonly hear would be, ‘‘I hear you,’’ ‘‘That sounds good to me,’’ ‘‘Can you hear what I’m saying?’’ ‘‘It doesn’t ring a bell,’’ and ‘‘Let’s talk about it.’’ They use words such as ‘‘hear,’’ ‘‘listen,’’ ‘‘sounds,’’ ‘‘debate,’’ ‘‘silence,’’ ‘‘harmony,’’ ‘‘rings,’’ ‘‘say,’’ ‘‘speak,’’ ‘‘discuss,’’ and ‘‘verbalize.’’
Kinesthetic people go with what they feel, not only in a tactile way, but also internally. They are very into feelings and emotions. A kinesthetic person would say things like, ‘‘That feels right to me,’’ ‘‘I will be in touch with you,’’ ‘‘Do you feel that?’’ ‘‘I understand how you feel,’’ and ‘‘I can sense it.’’
They use words such as ‘‘feel,’’ ‘‘touch,’’ ‘‘hold,’’ ‘‘connect,’’ ‘‘reach,’’ ‘‘unite,’’ ‘‘grasp,’’ ‘‘tension,’’ ‘‘sense,’’ ‘‘lift,’’ and ‘‘understand.’’
One last word on visual, auditory, and kinesthetic sensations: A general way to tell which type describes a particular person is to watch the movement of their eyes when they have to think about a question. Ask them a question, watch their eyes, and make sure the question is difficult enough that they have to ponder for a moment. Generally, but not 100 percent of the time, if they look up when they think, they are visual. When they look to either side, they are usually auditory. When they look down, they are kinesthetic. I am simplifying a complicated science, but if you try it, you will be amazed at the accuracy of this technique.
[26]D. Peoples, Presentations Plus (New York: John Wiley and Sons, 1988), p. 66.
[27]The 3M Meeting Management Team, How to Run Better Business Meetings (New York: McGraw-Hill, 1987), pp. 114–115.
Taken From : Maximum Influence : The 12 Universal Laws of power Persuasion
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