Using eye patterns (3)
In the scenarios on the previous page Jim detected how Sue was thinking from moment-to-moment from her eye accessing cues and matched his predicates to pace her current experience, join her in her model of the world and hence enhance his communication and the level of rapport.
There was also reference to the speed at which Jim and Sue were speaking to each other but no explanation as to the significance of the rate of their speech. So what was that all about?
Jim was utilising further knowledge that he had learned about representational preferences to further enhance his communication with Sue.
Visual people often speak very quickly. They are thinking in pictures and sometimes they think faster than they can effectively speak. The pictures move so fast that it's difficult if not impossible to vocalise every thought adequately.
Auditory people often speak a little more slowly. Often how they say something is more important to them than what they say and so they will be very precise in their vocal communication. Auditory people will take the time to ensure that you have fully heard what they want to communicate and they will think carefully about the words you use too.
Sometimes their eyes will flick left and right for several seconds as they say the words to themselves in their own mind, finally speaking only when they are happy with what they have heard. It's also fair to say that some auditory people love to hear the sound of their own voice.
Kinesthetic people often speak more slowly still. Their communication is often interspersed with pauses as they check how they feel about what you've communicated to them, and then check to feel about the response they have come up with.
Jim detected this information during his communication with Sue and modified his own behaviour to match Sue's and thus significantly enhance his communication with her.