When we meet a new prospect, their triggers are what we need to figure out quickly. The individualization for each prospect is exactly what these techniques will teach us.



Our minds work in three major ways with one more predominant and usually in combination with other other ways.

(1) seeing, (2) hearing and (3) feeling.

Visual, auditory adn kinesthetic are the three major forms.

By increasing your precision with language, you're going to learn how to create rapport verbally. You'll also learn how to begin the process of training your prospects to follow your ideas and suggestions. To do this you must first develop a few skills that will give you far more flexibility in your language as well as laying the groundwork for powerful strategies to come.

What is the difference between reality and our THOUGHTS of reality?

What is the difference between experience, (I mean, that which is happening around us), and what we remember about what has happened around us?

To get into this, let's talk a little bit about how we perceive the world around us...

Well, simply, we perceive the world through our five senses--visually, auditory, kinesthetically (touch), orally, and olfactorily (is that even a word?).

Let's say ten feet away from you an occurrence takes place and you have seen, heard, felt the incident. Are you perceiving the incident as fast as the incident occurs?

No. You're not. The occurrence happens a fraction of a second before your perception can catch it. The information has to be filtered through your five senses. This is how you become aware that there's even an experience which has happened around you.

Here's a question about perception: if a pencil is in a room and something happens in this room, a room where you are not, does the pencil know what happened?

There are some who argue, yes, the pencil knows and if someone tunes into the pencil, it will tell them. Well, maybe so, but I doubt it.

It takes someone to observe the occurrence (or the aftermath of the occurrence) to know that something has happened. By absorbing through our senses what takes place, we observe. Once this has happened, we can remember it and talk about it.

We perceive our world through our five senses. Now most people think, when they first start their study of this, 'My perception of what happened and reality are the same thing.'

Why is it, then, that no two people ever experience reality in the same way?

Our VAK filters change our perception. The five senses (and the three "big ones" in particular) distort as we are distorted.

In through the filters comes information which then becomes distorted, generalized or deleted depending on us.

Because there are so many things happening every second all around us, we couldn't possibly pay attention to everything. Nothing would make any sense and we'd be driven crazy by distraction.

We learn to tune our senses into picking up what we believe is important.

I will explore each of the three main ways of perception and how they affect rapport in upcoming articles to show you how tuning into your affluent prospect's primary way of relating to the world can be used for maximum persuasion.