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Auditory Persuasion

As you listen to what I'm going to tell you, you'll begin to hear the way in which you can use these words to describe most anything. You can orient your phrases and the way in which you talk such that people will resonate with what you're saying very well. If you make your voice calm and smooth you'll probably have an even greater appeal as you verbalize the message you want to get across. You can tune in to what people are telling you as well, becoming more empathic with them and helping them to understand exactly your meaning to all the words that you have.

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.

In past articles I described the basics of VAK. I also went into more detail about visual and kinesthetic language. In this article, I am going to explain how you can easily determine whether someone is auditory.

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.

Auditory folks can often have a very affected way of speaking with the pitch of their voice varying wildly, rising and falling. In essence, their speech can be dramatic.

There are also auditory people who have what appears to be the exact opposite way of speaking. This is also a very good indication of someone who is auditory and that is that they speak in a monotone voice. They want you to listen carefully to what they're phrasing. They will describe things thoroughly and to someone who is not auditory, it may seem tedious. It's sort of a drone and it can go on for a while. For me, this is always a dead giveaway of an auditory person.

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.

Where will their eyes go? If a visual person's eyes often go up while they're visualizing, an auditory person's eyes go level, side-to-side. They'll go towards their ears.

Oftentimes, they will tilt their head to the side as if on a phone. Think back to a time when you watched someone on the phone (not a cell phone, a real phone where they have to cradle it on their shoulder). And now think back to when someone did that without a phone, leaning to one side, maybe seemingly moving towards you to hear better. If you see that, you can be 100% certain you're dealing with an auditory person.

Because they're not creating pictures in their mind like visual people, auditory people don't mind if you stand closely to them.

To some extent, we're all different parts of this--sometimes people are equally visual, auditory and kinesthetic. The power comes from determining which your prospect leans towards and working those words into the conversation.

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.

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Kenrick Cleveland teaches techniques to earn the business of affluent clients using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion techniques. Don't reprint this article. Instead, reprint a free unique content version of this same article.

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