Dive into the sensory world of your interlocutors to gain deeper understanding and to be understood. This "sensual awareness" opens up unpunished levels of communication for you. We experience the world through our sensory organs. External stimuli, e.g. a ray of sunshine or a friend's voice, are transmitted to our brain via our nervous system by electrical or chemical signals. There, images, sounds and other sensations are created. These represent the external stimulus. Therefore we speak of representation systems in NLP.
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What does VAKOG mean? Definition
The following letters in the VAKOG system stand for:
touch / feel
According to the NLP model, people use these five sensory channels with different emphasis. Some people are very visually oriented and use little information on the other channels. When people with different dominant systems of representation meet each other, there can be a lot of misunderstanding.
- Look how many more phrases you can find if you keep your eyes open.
- Listen around, which formulations you still hear!
- It will be easy for you to collect even more terms.
- Soon you will have a nose for this language and you will find a taste for it!
The preferred or current dominant representation system can be recognised by the predominant signal words or physical cues, such as speaking rate, breathing etc. Here you can find a list of words that each indicate a representation system: Three types VAK.
Sensory words are verbs, nouns and adverbs that refer to a certain representational system. NLP assumes that a person's favorite expressions related to seeing, hearing, feeling, smelling and tasting indicate his representational system of preference.
See, look, picture, imagine, observe, focus, notice, watch, visible, overview, clarify, illustrate, overview, appear to be, clear-cut, looks like, plainly see, short-sighted, take a peek, apparently, at a glance, image, dark, bright, gloomy, dazzling, bright, foggy, gigantic, gain an insight, a transparent argument, obscure references, shadow somebody, put things into perspective, keep an eye on, examine, inspect, illuminate an aspect, look ahead, in retrospect, catch a glimpse of something, love at first sight, be in the dark, apparent, mask sb/sth, veil sb/sth
A visual oriented person might say:
- Can you show me other houses in this area?
- I need to see more before I can even imagine making a decision.
- I can already see it quite clearly, but I still want to look more closely at some of your offers.
- Look, I am not sure if you have shown me everything. I am still in the dark.
- We keep our eyes on the prize.
- Despite his success, he has both feet on the ground.
- Every cloud has a silver lining.
Quiet, calm, loud, that sounds good, discuss, rumor, hear, speechless, say, whine, something clicked, listen to somebody, clear as a bell, loud and clear, hear somebody out, squeaky, word for word, unheard of, crashing, tramping, rattle, hoarse, snort, clearly expressed, call on, music to my ears, listen, tune in, to tell you the truth, remark, sounds like, hoarse, dull voice, screaming, nagging, last call, roar, shout, final call, call to mind, whimper, voice an opinion, state a reason, catchy tune, at the top of our lungs.
An auditory oriented person might say:
- Tell me more about the product. I have already heard many good reports.
- I am not satisfied yet with what you have told me so far. You are not the first one to promise me that the product will last forever.
- That sounds great. Everyone talks about how amazing your product is.
- It is always the same old story. You shout from the rooftops that you are the best, but I am trying to explain you that I cannot afford your services. I will need to be clearer to make my voice heard.
- This cries out for a new solution.
- His idea sounds too vague and needs to be clearer.
- It was so quiet, you could hear a pin drop.
- The relationship simply lacks harmony.
Feel uncomfortable, broken-hearted, gritty, creepy, heart skips a beat, be on cloud nine, hold on, pull some strings, hand in hand, slipped my mind, keep one's feet on the ground, feel secure, ice runs down my spine, foot asleep, sticky, slimy, heartache, take ones breath away, get cold feet, warm one's heart, soft, rough, cold, start from scratch, shiver, hang on, fluffy, stiff upper lip, heated argument, butterflies in one's stomach, work up a sweat, from head to toe, stab in the back, with a heavy heart
A kinesthetic oriented person might say this:
- I need your help on this matter. I don't think I can do this on my own.
- I don't want to rush into this. I’d rather take it slow or I might go from the frying pan into the fire.
- I was struck by the presentation. They really put the cards on the table.
- I have a good feeling about this. The whole problem will sort itself out.
- If we don't deliver results, our credibility will hit rock bottom.
- She is cold as ice.
- The mere thought of the conference makes him tremble.
- The memory makes him shiver.
- Why should they carry a burden that we cannot carry ourselves?
- The pressure is unbearable.
Turn up one's nose at sth, the scent of the chase, running nose, have a good nose for sth, just follow your nose, smell, scent, burned, rosy, smoky, mossy, earthy, woody, odorless, perfumed, thumb one's nose at sth, stink, inhale, smelly, burnt, flowery, rotten, odorous, sweet, stench, strong smell, blow one's nose, by a nose, brownnose, look beyond one's own nose
- Looking beyond your nose is crucial for personal growth.
- He nosed the car out onto the highway, looking both ways.
- I can’t smell out his meaning.
- Don't stick your nose in other people's business!
Juicy, suck, fatty, smack, lick, sip, slobber, taste, burnt, nutty, delicious, dry, oily, spicy, hot, mellow, bitter, sweet, sour, creamy, fast food, hot, cold, salty, tasty, soft, drinkable, crispy, tepid, feast, munch, to shoot one's mouth off, savory, piquant.
- In our 30-days free trial you can get a taste of all the features our program has to offer.
- The last match left a bad taste in the mouth of the players since the team lost against its arch-rival.
- That is a mouth-watering proposal.
- Every man to his taste.
Three people read the same book and now share their experience. Pay attention to signal words! The first person reports that he discovered a lot from the book, that the examples were well-chosen to illustrate the topic and that the book was written in a brilliant style. The second person has a completely different view: he describes the writing style as shrill prose, is not in tune with the ideas expressed in the book and would like to voice his opinion to the author. The third person thinks that the book handles a weighty topic in a balanced way. He likes the way the author touches on the key issues and grasped the new ideas easily.
Dear Mr. X, as discussed in our phone call, I am sending you my book collection and audio CDs of the previous seminar. I hope that the language is clear enough and that I will hear back from you.
Dear Mr. Y, I have taken a detailed look at your words in the letter. I see the problem and am sending you a photo set and our video recordings. I hope you will soon take a look at the videos to get a clear picture of us. I am looking forward to your early response. Goodbye!
Dear Mr. Z, I am deeply touched by your recent visit. Now I can fully sympathize with your feelings concerning your specific problem. Thus, I am sending you my used handkerchief. In the next seminar, you are more than welcome to unburden your heart to me. Until then, I wish you all the best. With warmest greetings and affection.
Differences between Lead, Representational and Reference System
Often, the eye-accessing cues are misrepresented or misinterpreted. Here are some finer distinctions.
It is necessary to distinguish between a primary representational system, a lead system, and a reference system.
The primary representational system has to do with the process of taking in information, and the lead system with remembering and retrieving of information.
Among other things, the primary representational system is recognized by the predicates chosen to describe how the data was originally recorded.
The lead system can be recognized by the eye movements that someone makes while accessing information from the long-term memory (LTM). The reference system refers to the decision as to whether the retrieved information is true or not after it has been accessed and brought into consciousness. The reference system is the system that someone uses to answer the question:
Is that really the case?
Very often the reference system is the kinesthetic system.
It feels right!
Definitions from the NLP dictionary:
The modalities of how we record information, store it and code it into our brains. The representational systems are also referred to as perception systems or levels of perception with which we perceive the environment.
They are the modes of the five senses:
- Seeing (visual),
- Hearing (auditory),
- Feeling (kinesthetic),
- Smelling (olfactory) and
- Tasting (gustatory)
For short: VAKOG.
The sense of touch (tactile, haptic) is usually not treated on its own, but is associated with feeling, the body sensations.
The lead system (also called guidance system) is that representational system with which a person makes information accessible internally. The lead system is sometimes different from the representational system that a person uses to make information consciously accessible (this system may be the preferred representational system).
An example are the processes used when remembering:
When asking a person about a past experience, a person may first activate a visual image and then internally hear the dialogue that was being spoken. (This sequence is called the NLP memory strategy.) The visual system here is the lead system, the auditory system the preferred one. The visual image is needed here to make the memory accessible at all, the further "thinking" then takes place in the auditory system. A lead system that deviates from the preferred system is usually an unconscious system: the process of accessing information takes place on a subconscious level. Other people's lead system can be recognized by posture, gestures, breathing, and eye movements.
The reference system internally verifies the accuracy of an experience and the truth of the information retrieved. A person reacts e.g., to the question of an event from their past with the following memory strategy:
- first the question is commented upon internally (auditory lead system),
- then it is represented visually (visual preferred system) and
- the result is now emotionally checked. So, this person has a kinesthetic reference system. In many cases, the reference system is unconscious. It can (inter alia) be learned by accurately perceiving the eye movement pattern.
Minimal Nonverbal Information
In addition to language usage and eye-accessing cues, there are several other indicators, e.g. breathing, speech rate. These are presented here.
|up and to the left
up and to the right
straight ahead with a glassy look
|down and to the left
straight to the left
straight to the right
|down and to the right
tilted to the left
turned with an ear
to the speaker
tilted to the right
|evenly with the whole chest
|Rate of speech
|a lot of color
|Beautiful writing is important and easy to learn. Spelling is easy as this person sees the words in his mind
|May write less well than speak and often speaks while writing. Spells phonetically, thus less secure in spelling
|Broad, often tense handwriting. Transfers letters into body movements and checks with his feeling
|Reads well and at high speed as he captures the words. Reads rather than listening. Is easily confused by words never seen before
|Reads rather slowly, as he speaks internally (possibly the lips move). Likes to read aloud listen. Copes with unknown words easily
|Points at the text as he reads or accompanies the reading with body movements. Prefers books with a lot of action
|Needs an overview, a goal and a pictorial idea of the details. Remembers with images, can therefore not remember verbal instructions well. Is careful before everything is clear
|Learns by listening and remembering things step by step in their order. Remembers spoken content well. Tries out alternatives verbally first (in inner or outer dialogue)
|Learns by doing and trying out. Walks and looks around while memorizing. Remembers overall impressions well
|Lively pictorial imagination. Pays attention to the exterior (neat, tidy). Barely distracted by noise. Can plan well in the long term. Rather calm and prudent. Very attentive in conversations.
|The most talkative of the three types. Loves discussions, tends to spring between thoughts and verbose explanations. Loves music, talks to himself. Easily distracted by noises. Hears sounds and (inner) voices
|Seeks closeness and likes to touch others. Moves a lot and reacts strongly physically. Responds to tangible rewards. Is very intuitive, acts out ideas, rather weak regarding details