Language Synchronization (VAK Representational Systems)

The Four Channels (Visual, Auditory, Kinesthetic, Digital)

Rapport can be taken to an even deeper level by synchronizing not only the body and voice, but also the words we use.

According to NLP founders Richard Bandler and John Grinder explained that the words and expressions we prefer (called "predicates") give a clear indication of our preferred sensory channel for processing the world.

Although we all use all senses, we tend to favor one. People can be classified into four main categories.

Predicate identification (Seeing, Hearing, Feeling, Understanding).

You can identify a person's preferred channel by listening closely to their predicates:

Visual: These people process the world through pictures and use sight-related words.

They will say things like, "I see what you mean," "This is clear," "From my point of view," "Let's take a look," or "I need to see the big picture."

Auditory: These people prefer to process through sounds.

They will use phrases such as, "I hear you," "That resonates with me," "Sounds good," "Tell me more," "That makes noise to me," or "We're on the same page."

Kinesthetic: These people process through feelings, sensations and touch.

They will use verbs such as "I have a feeling this will work," "I need to grasp the concept," "I'm excited about this," "Keeping in touch," "It's a solid foundation," or "It gives me chills."

Digital (or Digital Auditory): These people process the world through logic, systems and reasoning.

They will use words like, "That makes sense," "I understand the logic," "I'd like to analyze this," "I think it's right," "It's a reasonable process."

Adapt your language to connect

The principle is very simple: once you identify your interlocutor's preferred channel, you must adapt your own language to use predicates from that same channel.

This creates an immediate subconscious connection. The other person will feel that you "speak their language" and that you really understand their world.

For example, if you are a manager (perhaps Visual) and one of your employees is Auditory, instead of saying "I need you to see why this project is important," it would be more effective to say "I need you to hear why this project is important."

Instead of "I want to show you the plan," say "I want to explain the plan to you."

The Kinesthetic Customer Example

Imagine you are selling a software service to a customer who is strongly Kinesthetic.

You present graphics (Visual) and explain the logic (Digital), but the customer keeps saying, "I don't know, I feel like something doesn't fit. I can't connect with this solution. I need something more solid.

Instead of showing him more graphics, you should change your language: "I understand. What would you need to feel more comfortable with the proposal? I want us to feel that this is the right foundation for you. Let's build a solution that