How to Coach Yourself and Others How to Influence, Persuade and Motivate | Seite 64

3.5 Verbal Clues
As we said, the preferred channel for receiving input is not static - it can
change from time to time and depending on what kind of input is being
received.
For example: We don't ‘see’ music first - we hear it. - We are talking
on the phone, we are using our auditory channel even if we have a general
preference for the visual channel.
So how can we determine which ’channel’ the person is using during our
communication with them?
One way is to listen to the verbal clues they are giving us. The words that
someone is using give you an indication as to which type of ‘mode' they
are in - visual, auditory, or kinaesthetic. - Or, they may use language that
doesn't clearly indicate which mode they are in, which we refer to as
’unspecified.'

Take a look at the figure below to get an idea of some of the common
verbal language that people will use when they are in each form of
internal representational thinking. If you respond using similar language,
it is a signal to the other person that you are thinking similarly - that you
are on the same ‘wavelength' as they are. This helps to establish rapport,
which in turn will make your efforts to influence or persuade another
more successful.

64