WEBVTT

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In this lesson we'll take a closer look at representational systems and how understanding the way that

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they work can help you build rapport with your interviewer representational systems our sensory mode

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maladies by which we experience the world around us.

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All those scientists have studied five main representational systems in humans.

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We're going to focus on three of them.

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The visual representational system the auditory representational system and the kinesthetic representational

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system when we're here we refer to a person's representational system.

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We're really talking about the physical sense that the person feels most comfortable using to experience

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and describe the world.

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Let's take a look at each of the three representational systems that people use in conversation in order

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to better understand how they work.

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First let's take a look at the visual representational system.

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A person who is visually based will experience and describe the world in terms of how it looks.

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This type of person relies on mental imagery when solving problems and relates to the world in mainly

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visual terms.

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For example if you're in in if your interviewer is heavily influenced by a visual representational system

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he or she might make the following small talk at the beginning of the interview.

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Wasn't the weather nice this past weekend.

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I went to the beach and the sky was so blue and the sun was so bright and it was so nice seeing all

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the kids in their brightly colored swimsuits.

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The interviewer has told you before even starting the interview how he or she is most comfortable experiencing

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the world as you answer questions.

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Make sure to talk about how things looked visually based people like to hear about colors patterns and

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other things that can be seen with the eye.

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They also respond well to visually based metaphors.

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For example I see what you're saying or I like to keep my eye on a situation.

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Now let's take a look at the auditory representational system.

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A person who is comfortable with this sensory modality likes to experience the world in terms of what

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they hear.

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These types of people talk about sounds rhythms speaking music and so forth.

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In the case of a person using the auditory representational system the Smalltalk might sound like this

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wasn't the weather great this past weekend I went to the beach and I just listened to the waves crashing

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on the shore and the seagulls screaming in the air and it was so nice to hear the kids laughing and

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having a good time together.

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Once you recognize a person who is sound based talk about music or talk about talking or talk about

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what you heard.

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Such people also respond well to sound based metaphors like I hear you or.

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That sounds good.

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Finally let's take a look at the kinaesthetic representational system.

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People who are most comfortable with this Modal Id like to experience the world in terms of balance

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movement and sensations of the physical body.

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These people talk about speed direction and physical activity.

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A person who is kinetically based will usually just stimulate when they speak and they may even go so

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far as to get out of the chair in order to physically act out the scene being described in the case

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of a person using the kinesthetic representational system.

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The small talk might sound like this wasn't the weather nice this past weekend I went to the beach and

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the sun was so warm on my face and the sand felt so good under my feet and it was so nice seeing the

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kids running and swimming in the water while the waves crashed down around them.

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Once you recognize a person who is kinesthetically based talk about how things moved or how things interacted

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with other things such people also respond well to physically based metaphors like I've got you or I

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like to roll up my sleeves and get to work.
