After writing about the three primary representational systems, it is time to give you a list of the words using by the different systems.
So, this is Part Three of the Three Part Series on words using by a visual, an auditory, and a kinesthetic.
The key is to ask a general question and then listen to the response identifying the word usage patterns. Here are two general questions to use for this purpose in B2B Sales…
- “Describe to me…”
- “What would you change about…”
Fill in the blank in each question using your specific industry issues for a complete question.
Here are the Words for the Kinesthetic (Touch-Feel) Language…
A Word List of Kinesthetic (Touch-Feel) Language
|Active||All washed up||Bearable|
|Boils down to||Callous||Charge|
|Cold||Come to grips with||Comfortable|
|Forceful||Foundation||Get a Handle on|
|Get a load of this||Get in touch with||Get the drift of|
|Grasp||Grip||Hand in hand|
|Handle||Hang||Hang in there|
|Know-how||Lay your cards on
|Hold it||Hold on||Hot-headed|
|Not following you||Panicky||Pressure|
|Pull some strings||Push||Respond|
|Shock||Shook||Slipped my mind|
|Start from scratch||Stir||Stress|
|Tired||Too much hassle||Touch|
|Whipped||Wonderful||Wrestled away from|
This is list is designed to assist you in understanding or recognizing visual words in your customer’s language. This list is a starting point as the total visual words create a dictionary sized post – which you do not want.
Again, the key is to ask the questions necessary to get the customer talking and then you listening intently for the type of words used.