by Marc Hogan
www.persuasion-skills.co.uk
They say the eyes are the windows to the soul .... We've all seen this Neuro Linguistic Programming [NLP] model before.
If you look at a person face on and ask certain questions you can observe how an individual retrieves and stores certain information by the way their eyes move. e.g. "What colour is your front door?" The chances are they will look up to the right before answering.
If we ask them what they're planning to do for their summer holidays, they'll probably look up to the left before answering.Sometimes they might hear the sounds in their pictures or if they look down to the right they are listening to their inner voice.
If they look down to the left, they are actually feeling - there is an emotional bodily response.
So why is this useful?
Well it allows us to get an idea of their thought processes - are they a Visual, Auditory or Kinaesthetic person. In NLP we call these "Preferred Representaional Systems."
If you ask questions and you watch their eyes e.g. they look up. they are seeing pictures, so if you want to persuade them use visual words such as bright, pretty, focus, zoom in etc.
The Truth about Eye Accessing!
Remember this is a general rule! It's an NLP model and sometimes the model lies Eye Accessing Cues. have come under a lot of scrutiny over the last few years in NLP, many people access information in different ways! For example if they are left handed - the model may be reversed! The key to finding out is to ask questions and observe!
The Persuasion Skills NLP Power Tips
1. Ask them about their favourite person their eyes will move as they search for the answer and then move to a spot Guess What - That's where they keep their friends!! If you want to persuade them stand in the same spot!!! You can check this by asking about people they don't like! It will be a different spot. The key is to watch...
2. Ask them questions that you know they'll have to answer yes or no to. They'll have a "yes" and a "no" spot I'll leave it up to you to figure out the endless possibilities...
