People make decisions and are convinced
for only one of four reasons:
It feels right
It sounds right
It makes sense
Question? How do you know what
type of person they are?
Answer - Ask them this type of question:
Why did you decide xyz?
What their response will tell you:
Looks right people do things because
the representation that they make to themselves is a picture that
literally looks right. They will use visual words when describing
Feel right people do things because
the respresentation they make to themselves is a sensation in some
part of their body which literally feels right. They use kinaesthetic
words when describing their decision
Sounds right people do things because
the respresentation they make to themselves is a series of words
which literally sounds right to them. They will use auditory words
when describing their decision
Makes sense people do things because
the respresentation they make to themselves is based on logic which
in their own mind they know is correct. They will use auditory words
when describing their decision and they will use facts, data and
Using this in the real world:
with these people:
Us the appropriate language patterns
that match their decision process. If providing learning materials
make sure it is appropriate for that person - i.e pictures, diagrams,
facts, data etc
Paint a picture in words for them.
Draw a picture to explain things. Let them imagine something. Show
them how to do it.
Have them internally sense what they
have to do. Let them get their hands on the task under supervision
and touch, feel and experience what needs to be done
Have them describe to themselves in
internal dialogue in an appropriate tone of voice what they are
supposed to do. Tell them things. Tell them what others say.
Give them reasons for what you want
them to do. Let them read instructions on how to do the job. Give
them facts, statistics and data.
Appropriate to how they make their
decisions. (We are going to look into this in greater detail in
the next chapter)