We receive information from the world around us through all of our senses: sight, hearing, touch, taste, and smell. We interpret and represent this information in our mind via a combination of sensory systems and inner dialogue. At some point in our development, one of our senses takes over and becomes our primary one. It becomes our primary mode for best taking in information and for creating meaning out of our
Human beings process information in one of four styles: Visual, Auditory, Kinesthetic, and Digital. While we continue to use all four communication styles interchangeably, one emerges as our primary style. It is our way of coding our experiences. By identifying communication styles, we can communicate with our clients in the most appropriate style that works for them. Listening to the words they use is one factor you can use to determine their style. The following is how to determine communication styles. Each style has specific word choices and voice tones.
V Visuals make meaning of their world by how things look or what they see. Visuals speak
more quickly, at a higher pitch, and with excitement.
Words they use: See, view, clear, imagine
Phrases: I get the picture; I see your point of view
A Auditorys make meaning of their world by how things sound or what they hear. They speak
in a pleasant, modulated voice.
Words they use: hear, tell, listen, and inquire
Phrases: It sounds good to me, Let’s talk it over
K Kinesthetics make meaning of their world by how they feel. Kinesthetics usually have a
low-pitched voice and speak slowly, with long pauses.
Words they use: feel, grasp, handle, and touch
Phrases: I have gut feeling, Let me get a handle on this
D Digitals process things in their head and make meaning of their world by their internal
dialogue. They usually speak in a monotone with little tone or volume change.
Words they use: Think, understand, process, consider, logic
Phrases: Let me think about it, understand your point
When responding to a client, customer or colleague, listen to their style. If a Visual client says:
“I can’t picture this clearly” you might respond with: “Let me show you.” A Digital client says:
“I don’t understand.” You might say: “I want you to think about these steps.”
All language is an attempt to persuade someone. By speaking your client’s language, you
decrease communication time, increase the quality of your relationship, and motivate your client
for results. By using your client’s language style, you will create trust and rapport that creates