As you begin to listen to what I'm describing, you will hear the ways these words can describe anything and everything. When you orient your words to work with auditory people you will find it deeply resonating with them. Calm your voice for even greater appeal when verbalizing your message. When you tune in to what your clients and prospects are telling you, you become more empathetic thus assisting the rapport process.

What am I doing? I'm stringing together auditory words. I'm doing it so you can hear what a bunch of them sound like when you put them all together. And you're going to have a list of words that you can refer to all the time that will help you to come up with them all you want. The idea is that you learn very quickly how to come up with them in every system.

In previous articles I wrote about how to understand and identify visual and kinesthetic people. Here's how you can determine if someone is auditory.

To begin with, auditory people have some distinct vocal characteristics. One type is a bit sing-songy when they talk. Many radio disc jockeys, for example, are oriented towards the auditory.

Sometimes they'll have a lot of affect to their words and you'll hear them rising and falling in their pitch.

Another type of auditory person speaks in a droning monotone. This is an easy one to figure out. They speak deliberately and they expect you to listen to what it is they're saying. They phrase things carefully and thoroughly so that they are very certain to make their point clearly.

Of course, as with all of the representational systems, you will also hear their orientation in the words they use, in this case, they will be auditory.

You can also watch their eyes for hints. Whereas a visually oriented person looks up (towards the pictures they're creating in their mind), the auditory person looks side to side (towards their ears).

Oftentimes, they will tilt their head to the side as if on a phone. Think back to a time when you watched someone on the phone (not a cell phone, a real phone where they have to cradle it on their shoulder). And now think back to when someone did that without a phone, leaning to one side, maybe seemingly moving towards you to hear better. If you see that, you can be 100% certain you're dealing with an auditory person.

Auditory people are much less concerned with how close you stand to them. They're really not making pictures and it doesn't really matter.

Everybody is all of these so you just have to learn to tell which one they're zeroing in on at that time.

Auditory examples: Al Gore. Regardless of how much coaching he gets, or how hard he tries, his speeches are monotone. Dick Cheney. Notice how he cocks his head and also has a monotone speech pattern.

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Kenrick Cleveland teaches techniques to earn the business of wealthy clients using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion techniques.