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each state. When the subject gets the memory intensely the subject nods head to let
Practitioner and observers know subject is in the experience vividly. Break state
between each experience.
2. Practitioner and Observers build a sensory based description for each state. Subject
then goes through each memory experience again and Practitioner describes without
any judgments but in sensory based language what is observable with each state.
When completed Subject picks out one of the states without telling the others what it
is and Practitioner and Observer attempt to identify which "code" number, color or
letter it is from the calibrations they made before. Repeat until there are three
successes in a row and then rotate.
Exercise - Increasing Visual Acuity
Purpose is to increase visual acuity and descriptive ability.
Subject stands in any position. Practitioner closes eyes. Subject tells Practitioner to open
eyes and take a mental snapshot of what they see. Wait about ten seconds and tell them to
close their eyes. Subject shifts some part of their body, adopts a different stance, or moves
in some fashion and then tells Practitioner to open eyes and describe "what is different?"
Subject may physically demonstrate what is different too. Start by making large
movements and then move down to very small shifts. Use entire body and facial
expression. As Practitioner gets better, decrease the amount of time they have their eyes
open while taking a mental snap shot. Observer watches exercise to keep Subject honest.
Exercise - Increasing Kinesthetic Acuity
Purpose: sensory calibration of kinesthetic distinctions, and to be able to match touch by
watching and applying pressure.
Subject has back to Practitioner and Observer. Practitioner touches Subject on back and
says their name. Observer touches Subject in exactly the same spot and says their name.
Do this three or four times to calibrate who is touching. Then either Practitioner or
Observer touches subject (random order) in the same place without identifying
themselves. Subject's task is to identify who is touching.
When the subject is unable to determine who is touching because Practitioner and
Observer have been able to match their touches, then switch roles. Make the exercise
harder as you go along - reduce the differences (match) more and more. You can use
different touches on the back or shoulder (arm or knee, if seated), later use the knees or
forearms.
Remember: If the person can t tell who is doing what, go back and re-calibrate when
necessary.
Exercise - Increasing Auditory Acuity
Purpose is to increase ability to make auditory distinctions and match closely.
1. Subject sits in chair with eyes closed while Practitioner and Observer stand in front
of subject.
2. Practitioner makes a sound (snaps fingers, claps hands) in front of Subject and says
their name after making the sound.
3. Observer attempts to duplicate the sound (in the exact location) and identifies self.
4. Calibrate a few times. Subject then attempts to identify which person is making the
sound. Get 5 or 6 successes in a row.
5. Rotate.
Note: Make the Kinesthetic and Auditory Calibration exercises more challenging to the
subject. When the subject completes a round of 4 or 5 successful calibrations, begin to
make the exercise more challenging by trying to match the sounds or touches more
closely.
Another variation is to have the Practitioner and Observer make matching sounds from
the same location and have the subject identify who is making the sounds. The purpose to
have practice in noticing auditory distinctions and to experiment with different auditory
modalities (volume, tone, pitch etc.)
Pacing Statement
The easiest and most reliable way to calibrate is to use a Pacing Statement. A Pacing
Statement is an undeniably true statement of observation which you know to be true. For
example, upon observing Canon Copiers in a client's office, a salesperson says, "So you
use Canon copiers in your office?". This way you can calibrate the "yes" signals. To
calibrate "no signals, you can then ask them a question you know to be untrue, or one
they would disagree with and observe their behavior. For example, knowing your
prospect's name is Mary, you say, Your name is Margaret, right?".
A great way to break the ice in any encounter is to make at least one pacing statement.
They usually work best if you comment on something that directly impacts the individual.
Pacing Statements are ice breakers and help to assist in the development of rapport - and
they are easy ways to begin calibration. A pacing statement rather than a question does
not require the other person to respond verbally, although they usually will. If you do use
a question, use an open ended question which can t be answered with a quick yes or no.
Pacing Statements are great to use with everyone - especially in sales where you need to
get past certain people to get to the decision makers. This approach works because you
are not asking anyone to do anything - you are simply making a positive and often
complimentary statement to the person. You are implicitly telling the other person "I am
interested in you". Whether verbal or nonverbal - the customer sets the pace - you follow.
Don't move to your agenda until the customer is ready.
Practice pacing statements everywhere in your life - restaurants, malls, service stations
etc. You'll get better results and people will remember you for your interest and rapport.
Sample Pacing Statements
During a sales call:
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