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Vak Revealed

Nov 1, 2007
As we persuade our affluent prospects, it is useful to match them and be like them as much as we possibly can.

Persuasion, at its core, a highly individualized process. How do we attain the individual recipe for each prospect quickly? We effectively learn these techniques to learn how their minds think.

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.

The technical terms are visual, auditory and kinesthetic (or "VAK"). Most of us fall into targeting one of these processes.

Increasing our precision with language creates faster and faster verbal rapport. As we begin the process of rapport, we also train our clients and prospects to follow our suggestions. In order to do this we must develop skills in flexibility of language and a groundwork for upcoming strategies.

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

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

How do we view 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?).

There are many ways to view everything. Let's say you saw something happen ten feet away (and let's for the sake of argument, assume you have all of your five sense in tact). Do you perceive the incident as fast as the incident has occurred?

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.

Look at it this way, if a pencil were sitting on a desk and something happened in the room where the pencil and desk were, would the pencil be aware of what happened?

Some people would argue, yes, the pencil knows. I doubt this, but wouldn't count it out 100%.

I believe it takes an observer in the room to know that something has happened. We observe by absorbing through our senses what takes place. Once the information comes in, we can recall and discuss it.

Most people think as they start to study this that their perception of what happened and the reality of what happened are the exact same thing.

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

Our filters distort. As human beings our thoughts and perceptions go through three main filters fundamental to all human beings.

What comes in through the filter is distorted, generalized or deleted depending on US, the individual.

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.
About the Author
Kenrick Cleveland teaches techniques to earn the business of affluent clients using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion techniques.
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