THE EMERGENCE OF NEUROLINGUISTIC
PROGRAMMING (NLP)
Perceptual fields are
the ways in which
people perceive the
world
o
o
o
Use these as another way to observe and
understand people.
Separate from style analysis
The science of how the brain learns
Sound
Modes of Perception Auditory
Most of us favor one Visual
Sight
mode Kinesthetic
Touch
Tapping into the Prospect's System of Perception
Certain clues tell us which representational mode a person favors.
NLP can help you develop the ability to identify a prospect's traits
Interpreting Eye Cues
Look
Visual -ing
Perceptio
n Look
-ing
left
Visualizing or
picturing the
past.
up
&
up
& right visual image
Constructing a
Kinestheti
c Look
down & right
Perceptio -ing
n
Look Side&
-ing ways
left
Remembering
past feelings
Hearing sounds
from the past.
Constructing a
Auditory Look Sideperceptio -ing ways & right future
conversation
n
Look
down &
-ing
left
Talking to self
Left handed people may reverse