'I can't quite get a handle on this'

The word 'handle' is a clue that they need to be physically engaged in the description in order to be convinced. So if you want to win this piece of business you must have them involved in a hands-on manner by giving them the product to use or offering them a week's free trial. If your service offering is conceptual then you must have a paper trail of what it looks like, feels like and delivers, in order for them to become physically connected. This predicate provides vital knowledge of their buying decision strategy.

Scenario C: During a board meeting the Finance Director states:

'that doesn't add up'

The word 'add' is a clue that they are assessing the proposal through inner dialogue or self-talk and the statement is the verbal listing of the pros and cons they have evaluated. Their comment suggests that they need more factual data (that does add up) and less emotional hype.

Knowing a person's preferred representational system empowers you to literally 'speak their language' which in turn, powers-up their response channels stimulating the attraction and desire to listen to you, which is now unstoppable. Having now achieved deep subliminal rapport and attraction, success of the communication becomes inevitable.

We have a tendency to put people into 'boxes' or categories, i.e. she is a visual or he is a kinaesthetic. The development of Representational Systems demonstrates that the preference used by a person is largely dependent upon circumstances and events. Although it is accepted that a bias will be present in the language used.

In the same way if you are more comfortable with your kinaesthetic system and I am more at ease with my auditory sense, we will still converse. However if I switch to discussing and describing in a more kinaesthetic manner, using kinaesthetic language then I will dramatically influence the dynamics of our interaction... and in powerfully presenting... that is exactly your goal.