Recently, I was coaching a sales person who could not understand why she was losing so many sales opportunities. She explained to me how see used the same sales process, basically the same techniques and methods, yet, she had major differences in her sales results.
Then she said the major words relative to her issue. She stated that sometimes everything flowed with no issues, while on other occasions – she felt a block to anything she said or the prospect would just look at her as if she was speaking a foreign language. This is important part. Even if you are both speaking the same language, if you using difference representational systems there can be total misunderstandings.
Here is what I’m talking about. People have three primary representational systems – visual, auditory and kinesthetic. Actually there are two others, yet, there are rare except for certain jobs. Getting back on track here, if you are speaking in visual terms and the other person is auditory – you can be mismatching and yes, you will have difficulty in understanding what is being said.
There are two primary methods to discover which representational systems are being used.