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Hello! Despite its scary and incomprehensible name, the representational system is just one way of perceiving the world. People are different, as are their characteristics, that is, the level of memory, type of thinking, abilities, willpower and much more. Knowing how the other person receives information, we can choose the methods by which it will be easier to influence his opinion and decisions.
Types of Representational Systems
Visual representational system
Visuals are guided by images, the picture is important for them. It is believed that they are the largest number in the world. They have a developed imagination, which completely regulates their inner world and sensations.
Signs: a focused look and a flat, straight back. Breathe rapidly, mainly in the upper, chest way.
It is interesting that at the time of the formation of the image, or the concentrated examination of what interested him, he is able to hold his breath. Considering that visuals need a picture, they will not be able to withstand a long lecture. Such is their psychology.
Information that needs to be perceived by ear is tiring and boring. And work with extraneous sounds will become impossible, like sleep. Memory, as you might have guessed, is figurative, so when they try to remember something, pictures pop up before their eyes.
It is important not to prevent them from looking around during communication, and also not to block the view. Eye contact is most important, it is these people who are able to notice that your hairstyle has changed, a new element of clothing has appeared, and also what color of your eyes. They speak quickly and loudly, and all because the pictures in the head rush at lightning speed, and they tend to keep up with them.
Visuals are mostly tall, thin with thin lips. The head is raised, the gaze is directed upward. They try to stay a little away from the interlocutor in order to fully see him. The neck is mostly tense, along with the shoulders. Gestures at face level to be clearly visible.
Words and phrases:
- Look
- I will consider your proposal
- The answer appeared before my eyes
- I now see what you tried to explain to me
- I want to see you
- An interesting sight
- We will see something unimaginable there.
Auditory
Information is captured, focusing on sounds, as, in principle, they remember it. Audials are much smaller, only 20 percent of the total population.
Signs: breathing in some kind of rhythm, clear and even, they talk a lot, trying to express their thoughts as accurately and correctly as possible in order to be heard for sure. They talk so much that others get tired of their presence. Sometimes they even talk aloud to themselves when they are left alone for some reason.
Eyes often «run», not so much because to consider something, it just helps to concentrate and listen. Focus on the timbre of the voice, intonation. It is not easy to deceive such a person regarding his emotional state, since the difference will be tracked instantly by exactly how you speak, being joyful or sad, and so on. Gestures at chest level, hands do not lower lower trying to explain something.
Either overweight or medium build. Interestingly, in contact with others, they try to be as close as possible, bringing the body closer to the interlocutor. So you hear better. But when an internal dialogue takes place in the head, in order to better catch it, they move away from the partner.
So, if you are attentive, you can always track whether the interlocutor is distracted, or still listens to you and hears. The head is most often tilted to one side, and not turned directly to the partner. This is how people usually behave when they listen to quiet or distant sounds.
Do not be offended that eye contact will be rare, because when they look at another person, it is more difficult for them to perceive the incoming information, they are simply distracted.
Words and phrases:
- I hear
- Am I speaking in an unknown language?
- missed by ear
- Keep your mouth shut
- Didn’t say a word
- This is the way to speak
- Can’t hear his voice
- Listen to what I’m going to tell you
- It’s unheard of!
kinesthetic
It is very important for them to feel and feel tactilely, that is, by touching, feeling. And it’s not just to better understand the material and stuff, kinesthetics use touch as a way to express their feelings. As well as audials, they make up only 20 percent of other species.
Signs: they are easy to recognize not only by noticing frequent touches on you, but also by looking closely at the movements of the pupils, which usually have an orientation from top to bottom and to the right. Breathing is deep, with the stomach, it is called male, since in women it is more superficial, chest.
He speaks a little slowly, making numerous pauses in order to listen to inner feelings. The voice itself is low, hoarse or quiet. On contact, it is located very close, sometimes violating the intimate zone. When gesticulating, he does not raise his hands up, mainly these movements are not above the level of the abdomen.
Plump and soft lips, as well as, in principle, the outlines of the body. It is often muscular, strong and strong. The pace of life, as well as movements, is slow, therefore, if you want to draw attention to yourself, or support a person who has a leading tactile modality, touch him, stroke him, or just pat him on the shoulder.
Words and phrases:
- My hands are itching, I want so much
- Yes, I didn’t even touch him.
- I am a person with a warm heart
- And why did I just contact you?
- He is quite a thick-skinned man.
- She acted cool
- I don’t need to grab the stars from the sky here!
- I’m burning with desire
Digital
Despite the complexity of the word itself, the definition is quite simple. Digitals are people who are guided by all of the above types of representational system, only at the meta level. You will not often meet such personalities, since they represent the smallest number.
Signs: use logic, trying to find a connection and explanation in everything. The movement of the pupils is usually from top to bottom and to the left.
The lips are compressed, the arms are most often in a closed position, that is, crossed over the chest. Breathing is quite uneven, superficial, with periodic pauses. You can also notice that such a person often sighs, as if something is disturbing or saddening him. He speaks as if on a machine, without much manifestation of emotions, which is why he can cause boredom with his monotony and regularity.
There are practically no external differences from other types, they can look completely different. You can recognize by the fact that they move like robots, mechanically, and use phrases in their speech that seem to be memorized and prepared in advance.
They rely on numbers, statistics, so you can recognize digitals by such phrases and words as:
- I understand everything
- Clear
- I know
- I need to think
- I have to reflect
- It’s interesting enough
Oldfactors and Gustators
Rarely found, but still existing species: old factors (smell) and tasters (taste buds are leading), and then they exist in connection with professional activities, or with physical limitations. Those who have lost their sight sharpen other organs, with the help of which they learn to perceive incoming information, they hear better, distinguishing people even by their gait and capturing their mood.
Tasters, even by smell, are able to name the products that are part of a dish.
Phrases:
- He had such a sour mine
- My life is bitter like a pill
- My heart felt trouble
- He’s so sweet, it’s disgusting
Recommendations in communication
- Given the fact that most people are visual, when meeting new people, try to use words that are closer to their type of perception, then the chance of being heard and understood will increase significantly.
- Pay attention to what distance is chosen in relation to you, then you will definitely be able to understand whether the digital is in front of you or not. And if they are slightly at a distance from you, do not violate the personal space of the interlocutor, so as not to provoke him into a conflict or a desire to say goodbye to you. Learn more about contact zones in this article.
- In a conversation, you will need to listen to what words the partner uses, what his work is connected with, how he spends his free time, how he looks (neat, comfortable, fashionable, etc.), and also how exactly he gets the necessary knowledge and what he loves. After analyzing the above, you can easily determine which species it belongs to.
- If during the conversation you notice that your arguments and arguments do not work, think, perhaps you made a mistake and rely on inappropriate expressions that do not correspond to the type of representative system of the interlocutor? Take advantage of the article here.
- Take a closer look at the child to understand what his leading system is, then it will become much easier to motivate him and find a common language.
- Use the acquired knowledge in workflows, preparing speeches, presentations and reports.
Conclusion
And remember that people tend to change throughout life, so even if you previously considered yourself, say, a kinesthetic, then professional activities, family members and leisure activities could leave their mark, turning you into a digital or auditory. So periodically look closely at close and valuable people, perhaps the old methods of dealing with them have lost their relevance, which is why it’s impossible to find a common language.
By the way, I recommend that you read an article about the work of your subconscious, you may be interested.
Good luck and accomplishments!