We use all the 3 primary Representational Systems (visual, auditory, kinesthetic) all the time, although we are not equally aware of them all, and we tend to favor some over others.

For example, many people have an inner voice that runs in the auditory system creating an internal dialogue. They rehearse arguments and speeches, make up replies and generally talk things over with themselves. This is known as Auditory Digital system. As it is distinct from the basic auditory system, it is picked out in particular.

A. Characteristics Generalizations

• Head: lean to one side, resting on their hand or fist. This is known as a “telephone position”.
• Breathe: shallow and restricted.
• Little eye contact, sometimes seem to look through you.
• Voice: little vocal variations, talk in monotone.
• Choice of words: experience, understand, think etc.
• Move lips while in deep thought.
• Gestures: little, stationary.
• Keep a distance to disconnect an analyze things.
• More dissoiated in their experience.
• Challenge: external sensory awareness.
• General appearance: neat, functional, down to earth.

B. How to Create Rapport with Auditory Digital People

• Illustrations: give them plenty of time to look through; presentation kits, graphs, charts, pictures and include more write-ups.
• Use digital descriptive words, like think, opinion, understand, know; help them make sense with a systematic approach.
• Match their speaking tone.
• They learn best through reading and analysis: provide them ample factual and logical information; give them time to think things through.
• Give them the details first: organize information and present it step by step; give them time to “talk to themselves”; engage their thinking with you by asking factual questions.
• Encourage them to discuss what they are thinking: let them backtrack what you have just said; engage their senses in your presentation.
• Get eye contact from them.
• Give them space.

This is the end of the Representational System topic. People are always richer than generalizations about them. These generalizations must be checked against observation and experience.