|Topic:||Representational systems model|
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.
|Topic||Date Posted||Posted By|
|Representational systems model||31/03/2005 00:50:33||Michael|
|Re:Representational systems model||31/03/2005 16:28:53||John Grinder|
|Re:Re:Representational systems model||01/04/2005 11:16:30||Michael|
|Re:Re:Representational systems model||01/04/2005 15:38:48||John Schertzer|
|Re:Re:Re:Representational systems model||01/04/2005 16:20:21||ny|
|Re:Re:Re:Re:Representational systems model||01/04/2005 21:37:16||John Schertzer|
|Re:Re:Re:Re:Re:Representational systems model||01/04/2005 23:09:16||ny|
|Re:Re:Representational systems model||17/04/2005 13:16:59||Michael|
|Re:Re:Re:Representational systems model||18/04/2005 20:27:05||John Grinder|
|Re:Flexability||27/04/2005 21:14:55||John Grinder|
|Re:Re:Re:Re:Representational systems model||11/06/2005 15:59:21||Anthony|
|Strategy Use||11/06/2005 13:07:46||Michael|
|Strategy Use||11/06/2005 13:07:47||Michael|
|Re:Strategy Use||15/06/2005 05:28:46||John Grinder|
|Re:Re:Strategy Use||15/06/2005 08:25:54||Michael|
|Re:Re:Strategy Use||15/06/2005 11:01:10||Michael|
|Re:Representational systems model||01/04/2005 04:26:20||Jim R|
|Re:Re:Representational systems model||02/04/2005 21:38:04||Vladimir Munguia|
|Re:Re:Re:Representational systems model||03/04/2005 11:56:01||Michael|
|Re:Re:Re:Re:Representational systems model||03/04/2005 15:16:22||John Grinder|
|Re:Re:Re:Re:Re:Representational systems model||05/04/2005 18:54:43||John Schertzer|
|Re:Re:Representational systems model||05/04/2005 23:31:26||Michael|