How we see, tune into, feel about and make sense of our world
We all have different ways of receiving and processing information. NLP calls these modalities.
So now you know what your preferred modality is, what does it mean and how is it useful?
As human beings we take in all information through our five senses: sight, hearing, feeling, smell and taste. Of the 2.3 million bits of information that are bombarding our system at any given moment, we consciously select 7+-2 bits. Unconsciously we select even more and we select this information according to our unique filters.
Now, whether we are receiving and processing this information consciously or unconsciously, we are still using our senses and in NLP these are called modalities.Each of us has a preferred modality i.e. a preferred way of representing and receiving information.
Some people think in pictures (visual); others in sounds (auditory); some people go for how something feels (kinesthetic) and some people even process information in term of smells (olfactory) or tastes (gustatory).Finally there is the modality called Auditory Digital. You could say that this modality incorporates anything outside of the above five. However, it is more than that, being a distinct approach to information that searches for logical, linear meaning.
In NLP the belief is that the descriptions that we use to describe what’s going on in our heads are not metaphors but an accurate statement of our experience.If people “don’t see it” they don’t “see” it: they’ve been unable to make a picture based on the amount or type of information you’ve given them. If something “doesn’t sound right” there’s something in your tone of voice or the way you’re presenting the information that makes it impossible for them to process the information. If it “doesn’t feel right” you haven’t said the kinds of things that will enable the person to have the kind of feeling inside that let’s them know they’re got it. If it “doesn’t make sense” they’re telling your you haven’t given them enough logical, reasonable, digital information about what it is they’re wanting to understand.
Find out how we SEE, TUNE INTO, FEEL ABOUT and MAKE SENSE OF OUR WORLD.
SEE - VISUAL
Uses words like see, picture, sight, looks, view, overview, focus, clear, hazy, vision, twinkle and phrases like an eyeful, it appears to me, take a look at, beyond a shadow of a doubt, dim view of things, get a perspective on, mind’s eye, rose tinted glasses, tunnel vision, big picture thinking.
Visual people look at the world through visual images and understand by making pictures of the meaning. They are often gazing over your head or off to one side; this is because they are literally looking at the pictures or movies they are creating while you are speaking.
Looks are very important to visual people. When dealing with them, remember the old saying: “a picture’s worth a thousand words”. These are the people who really do form first impressions- which last for ever! - at first sight.
In a sales situation (and we are all selling something most of the time, be it selling our children on the idea of tidying their rooms or our significant others on the idea of going out for dinner) you want to give these people something to look at. This can be quite literal (show them the product, give them glossy, technicolor brochures) or can be a visual description of the benefits they will get from doing whatever it is.
To other visual people it will come as no surprise that there are people who can walk into a car showroom and buy “that car there!”. It looks right to them. They can see themselves driving it. The sound of the engine, the feel of the road handling and the specs and safety features are secondary - if they play a part at all.
HEAR - AUDITORY
Auditory people use words like sound, hear, discuss, interview, listen, loud, remark, rumor, say, speechless, tune in and phrases like clear as a bell, sounds like, tune into, bells ringing, keynote speaker, the power of speech, purrs like a kitten, to tell you the truth, word for word.
Auditory people listen carefully to what people have to say and accept it if it sounds right. They remember events and experiences by the songs they were listening to at the time, or the tone of voice the person used. Often they will tilt their heads in order to line their ear up to receive the sound most clearly (maybe they’re not looking at you, but they are pointing their ear towards you!).
These are the people who happily spend hours on the phone. And if they want to check you out, they’ll phone their friends and get their feedback. They are probably the people who invented the phrase “what isn’t said is just as important as what is said”.
To auditory people there are cars that just call to them, that purr or growl or roar. The quality of the sound system will be an added bonus! The colour and line of the car, the feel of the road handling and the specs and safety features are secondary - if they play a part at all.
FEEL - KINESTHETIC
Uses words like concrete, emotional, sensitive, firm, flow, feels, touch, heavy, burdensome, hard, weighty, pressure, grasp, lukewarm, foundation, stress, structure, demonstrate and phrases like boils down to, get a load of this, heated argument, keep your shirt on, get a handle on, pull some strings and start from scratch..
Kinesthetic people like to get a feel for things and people. They need to feel the garment, squeeze the melon, brush away dust and pet hairs, picks things up and play with them. They need to be doing. And they process information slower than the visual and auditory people, often looking down while you are presenting- they are literally getting a feel for what it is you are presenting.
Kinesthetic people need to meet you in person. Talking over the phone doesn’t do it for them, looking through the contract doesn’t do it for them, they need to meet you, shake your hand and get a feel for who you are and what you can do for them.
When it comes to car shopping, they need to test drive the vehicle, they’ll run their hand over the body work and they’ll get a gut feeling that this is the car for them. To heck with what it looks like, sounds like or what the spec. says.
LOGIC - AUDITORY DIGITAL
Uses words like logic, common sense, reason, system, understand, think, analyze, know, learn and phrases like due diligence, I’ll consider the idea, I’ll take it under advisement, to sum up, to make sense of.
Auditory Digital people need to understand why something is important; instructions have to make sense, everything must be ordered and logical. They not only enjoy but need printed details and flow charts.
When you are presenting information to them, they will often take notes and will hone in on the details. For them the specs. of the car are vital and they will expect and probably have a degree of technical know-how. They can appear dispassionate and calculating and that’s exactly what they are, in the most positive sense!
Min is a Master Trainer of Neuro-Linguistic Programming.
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