Forum Message

Topic: Representational systems model
Posted by: Michael
Date/Time: 31/03/2005 00:50:33

Hi John,

I have a few questions about representational system matching, an area that seems to be so basic to effective communication skills, yet so confusing (at least to me).

More specifically I just went through a compulsory sales training course at work where they have incorporated a lot of NLP. However, like most of the NLP sales "experts" I've come across we got taught that certain people ARE visual, others kin, others auditory. (One "expert" even taught us how to elicit someone's favorite rep system as follows -- people who were wearing sneakers at the seminar were probably K... people dressed stunningly were V... people with resonant voices were A!)

Now I know that you teach dynamic calibration. Ie: any representational "diagnosis" should only be taken as valid for 5 seconds. (If I am remembering your stance correctly). This makes sense to me but I'm still confused as to how to use this information in sales (or any other kind of communication).

If I want rapport do I match the representational system they are using in each 5 second block? If so is this the predicates or the eye accessing patterns?

Is there any useful way of generalizing rep system preferences people have? Example: I remember Bandler talking about selling to a customer who came into a furniture store and started touching the furniture. He went up and used all kin predicates. My impression was that he was acting as if they were KIN (even though he plainly says to de-nominalize and that everyone uses all systems)

I hope these arenít stupid questions. I've been doing and studying NLP for a fair while now but I realize that I really don't understand this basic and simple area! There are so many conflicting stances that I've come across on this.

Best,

Michael


Entire Thread

TopicDate PostedPosted By
Representational systems model31/03/2005 00:50:33Michael
     Re:Representational systems model31/03/2005 16:28:53John Grinder
          Re:Re:Representational systems model01/04/2005 11:16:30Michael
          Re:Re:Representational systems model01/04/2005 15:38:48John Schertzer
               Re:Re:Re:Representational systems model01/04/2005 16:20:21ny
                    Re:Re:Re:Re:Representational systems model01/04/2005 21:37:16John Schertzer
                         Re:Re:Re:Re:Re:Representational systems model01/04/2005 23:09:16ny
          Re:Re:Representational systems model17/04/2005 13:16:59Michael
               Re:Re:Re:Representational systems model18/04/2005 20:27:05John Grinder
                    Flexability27/04/2005 01:59:07Michael
                         Re:Flexability27/04/2005 21:14:55John Grinder
                              Re:Re:Flexability28/04/2005 00:21:50Michael
                    Re:Re:Re:Re:Representational systems model11/06/2005 15:59:21Anthony
          Strategy Use11/06/2005 13:07:46Michael
          Strategy Use11/06/2005 13:07:47Michael
               Re:Strategy Use15/06/2005 05:28:46John Grinder
                    Re:Re:Strategy Use15/06/2005 08:25:54Michael
                    Re:Re:Strategy Use15/06/2005 11:01:10Michael
     Re:Representational systems model01/04/2005 04:26:20Jim R
          Re:Re:Representational systems model02/04/2005 21:38:04Vladimir Munguia
               Re:Re:Re:Representational systems model03/04/2005 11:56:01Michael
                    Re:Re:Re:Re:Representational systems model03/04/2005 15:16:22John Grinder
                         Re:Re:Re:Re:Re:Representational systems model05/04/2005 18:54:43John Schertzer
          Re:Re:Representational systems model05/04/2005 23:31:26Michael

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