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 |
| Concrete | Control | Cool |
| Cutting | Depth | Effort |
| Embrace | Emotional | Experience |
| Fall apart | Feel | Firm |
| Floating | Flow | Flush |
| 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 the table |
Lukewarm |
| Lump | Motion | Move |
| Hard-headed | Hassle | Head on |
| Heated | Heavy | Hold |
| Hold it | Hold on | Hot-headed |
| Hunch | Hurt | Hustle |
| Intuition | Involve | Muddled |
| Not following you | Panicky | Pressure |
| Pull some strings | Push | Respond |
| Rough | Seized | Sensation |
| Sense | Sensitive | Set |
| Shallow | Sharp | Shift |
| Shock | Shook | Slipped my mind |
| Smooth | Snap | Soft |
| Solid | Sore | Stand for |
| Start from scratch | Stir | Stress |
| Structure | Suffer | Support |
| Swelling | Tap | Tension |
| Throb | Tied up | Tight |
| Tired | Too much hassle | Touch |
| Unbearable | Unbeatable | Underhanded |
| Warm | Wear | Weary |
| 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.
Voss Graham
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Do you have a list of good questions you can use on a telesales pitch that can uncover rep systems ?