REPRESENTATIONAL

SYSTEMS WORKBOOK

NLP MASTER

PRACTITIONER

CERTIFICATE
 REPRESENTATIONAL SYSTEMS WORKBOOK

Representational Systems (common ground agreement frames) are the internal

systems that we have that define to us the information that we're taking in through
our senses. For example, if we see a flag swaying in strong winds, our visual
representational system will process the picture and help us to save it as a picture
that we can recall at a later time.

If we are having a chat with someone, then we are using our representational systems
to process the words that we are hearing, tones of voice, the things that we are seeing,
what we are tasting, smelling and what you are feeling or touching. This is called an
internal representation, and it remains with us as a memory of the conversation.

If we think about a conversation that we had with someone recently, then we can
probably remember some of the words, the tone of voice, how we felt about what has
been said. We will remember bits, but not all of the information that we gather during
this conversation. We may not recall, for example, what we were smelling at the time,
even though we would have been using our sense of smell throughout the
conversation. Some of the information that we take in is erased so that we can focus on
the things that our brain thinks are most important to us. Smelling things during a
conversation is not necessarily something that is important at the time, so we erase it.

We each have a lead representational system. For some of us it is visual, for others it is
kinesthetic, and finally, for others it is auditory. This is defined in NLP as our Main
Representational System.

This is our preferred means of bringing things into our conscious thinking and can lead
the information out from our unconscious to our conscious.

How can we identify our main representational system?

Think back to your last holiday. What came first, a picture, a sound, a feeling? Your
response to this question will usually give you a good indication. Observing someone's
eye patterns and listening to their choice of words can also help us identify their
preferred representational system. This can be very useful as we can then adapt our
communication style to match their preference.
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Pacing is when we enter into our client's model of the world on their terms. For example,
this is like walking beside them at the same pace. We can do this in a very practical way
by using appropriate language that identifies with their preferred representational
systems. Once we've paced our client, established rapport and demonstrated that we
understand where they're coming from, we can then lead them.

Leading is about using the rapport and influence that we've built up to lead our clients in a
helpful direction. Below is a list of words that individuals operating from each
representational system would typically use. Becoming more aware of these will help us to
not only better identify our clients' representational systems but also pace and lead
them appropriately. 

VISUAL 

Beautiful, Appear, See, Look, View, Show, Focused, Envision, Illuminate, Imagine,
Dawn, Clear, Foggy, Hazy, Panoramic, Picture, Crystal, Dim, Reflect, Vision  

AUDITORY

Sounds like, Hear, Listen, Sound, Melody, Make music, Harmonise, Dissonance,
Tune in/out, I’m all ears, Silence, Be heard, Resonate, Crisp, Deaf, Mellifluous,
Question, Unhearing, Beat, Clash, Tinkle, Tuneful

KINAESTHETIC

Grasp, Touch, Feel, Grip on to, Slip through, Heavy, Catch on, Get hold of, Tap
into, Make contact, Hard, Throw out, Turn around, Unfeeling, Concrete, Scrape,
Get a handle on, Solid, Cold, Hot, Rigid

Can you think of any other examples?

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Now take a few moments to consider the phrases below that individuals operating from
each representational system would tend to use.

VISUAL   AUDITORY  KINAESTHETIC

Crystal clear Lend me your ear Are you catching on?

It appears to me An earful Boiled down to
Bird's eye view I'm all ears Catch my drift
Catch a glimpse Fell on deaf ears Chip off the old block
Clear cut Sounds good to me Get a grip
In light of Call on Get in touch with
Dim view As clear as a bell That was hard
Flashed on Tell the truth Come to grips with
Mental picture Tuned in/out Control yourself
Mental image Give an account of Start from scratch
Get a scope on Heard voices Cool, calm & collected
Showing off Purrs like a kiktten Firm foundations
See to it Clearly expressed Get a handle on
Get perspective here Describe in detail Hang in there
Hazy idea Grant an audience Get a load of this
An eyeful Hidden message Get your goat
Take a peek Idle talk Hand in hand
Sight for sore eyes Inquire into Heated argument
In person Keynote speaker Hold it
In view of Loud and clear Hold on
Looks like Manner of speaking Hotheaded
Make a scene Pay attention to Concrete evidence
Mind's eye Power of speech Keep your shirt on
Naked eye Ring a bell Lay your cards on the table
Paint a picture State your purpose Pain in the neck
Short sighted Hold your tongue Pull some strings
Staring off into space Tattle-tale Slipped my mind
Tunnel vision  Tongue-tied Good, solid content
Right under your nose Unheard of Stiff upper lip
Dawned on me Utterly Stuffed shirt 
Watch what they do Voiced an opinion

 
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VISUAL: An individual who primarily operates from a visual representational system will
use their vision for memory and decision making, and their primary contact with the
world will be through their eyes.

Visual processing takes in lots of information, and a picture can carry more information than
sound or feeling. Individuals with this representational system preference are often very
skilled in being able to see the big picture and plan on a long-term basis.

For example, Walt Disney, Leonardo Da Vinci, and Albert Einstein were all accomplished
visualizers.

Here are some other clues that might help you to begin identifying those with a preference
for visual processing.

- You'll notice that they pay particular attention to how they look, how their home looks and
how others look.

- They may find it difficult to concentrate with lots of visual activity.

- They talk quickly, breathe higher and often develop upper body tension. There is a lot
more information in a picture than a verbal description.

- They use visual information for remembering, planning, and making decisions.

- They more often than not need to see a picture of what you're talking about.

- They are better at recalling faces than names.

- They prefer to see your facial reactions face to face, as supposed to talking over the
phone so that they can fully understand what you are saying.
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AUDITORY: Auditory system processing is linear and sequential. Visual system

processing handles a lot more information. It's like a recorded message as supposed to
a picture.

Someone who mainly operates from an auditory representational system will typically:

- Be more aware of a subtle change in the tone of your voice and be more responsive to
certain tones of voice.

- Be easily distracted by noise.

- Learn best by listening and asking questions.

- Enjoy taking part in discussions and prefer to communicate through spoken language as
supposed to writing.

- Talk through problems and prefer to have someone available that can bounce ideas off.

- Be sequential in their thinking and are able to remember instructions and directions more
easily.

- Need to be heard.

KINESTHETIC: Someone with a kinesthetic preference is mapping predominantly in

feelings and therefore has a high sense of body awareness.

Those with a kinesthetic preference will tend to:

- Be more aware of their bodies and their feelings and respond to physical rewards and
touch.

- Speak slower than others because they need time to get in touch with how they're feeling
about the topic.

- Learn by doing, moving or touching.

- Make decisions based on how they feel.

- Dress and groom themselves with more consideration for comfort than aesthetics.