auditory persuasion
As you begin to listen to what I’m describing, you will hear the ways these words can describe anything and everything. When you orient your words to work with auditory people you will find it deeply resonating with them. Calm your voice for even greater appeal when verbalizing your message. When you tune in to what your clients and prospects are telling you, you become more empathetic thus assisting the rapport process.
In the first paragraph I put in a bunch of these auditory words so that you can hear what they sound like strung together. The best way to learn the different processes is to have lists of each type — auditory, visual, kinesthetic — and study them so that you can come up with them quickly depending on which system your prospect or client is operating in.
Just like we talked about ways to understand the visual person, let’s talk about ways to understand and recognize an auditory person.
To begin with, auditory people have some distinct vocal characteristics. One type is a bit sing-songy when they talk. Many radio disc jockeys, for example, are oriented towards the auditory.
Sometimes they’ll have a lot of affect to their words and you’ll hear them rising and falling in their pitch.
Another type of auditory person speaks in a droning monotone. This is an easy one to figure out. They speak deliberately and they expect you to listen to what it is they’re saying. They phrase things carefully and thoroughly so that they are very certain to make their point clearly.
Of course, as with all of the representational systems, you will also hear their orientation in the words they use, in this case, they will be auditory.
When someone is visually oriented their eyes will tend to go up to where they are creating pictures whereas an auditory person’s eyes stay level and will go side to side (towards their ears).
A lot of times, you’ll notice an auditory person tilt their head to the side, as if they’re talking on a phone. They may be doing this to also hear you better and to understand more what you’re saying. If you see this, you can be certain that you’re talking to an auditory person.
There’s not as much of a concern about how close you stand to auditory people because they’re not creating pictures in their minds like visual people do.
Everybody is all of these so you just have to learn to tell which one they’re zeroing in on at that time.
Auditory examples: Al Gore. Regardless of how much coaching he gets, or how hard he tries, his speeches are monotone. Dick Cheney. Notice how he cocks his head and also has a monotone speech pattern.