Using IQs reading IQs will help you understand the language in which the person is thinking. And you can then ask a question to match how a person is thinking even before they speak. And that can help you unlock some answers that you wouldn't easily get. How awesome is that? Have you ever noticed that when someone talk v eyes go to various directions, the eyes move to access information stored in your brain. So it's a process that is natural.

The great news is that by knowing in which direction the eye is moved, we can know if the person accessed something visual, auditory, or kinesthetic. Let me show you that on the next slide. When you ask a question, the eyes will move to a direction. So just to be clear, the right and left is when you look at the person so when we'll be talking about the top right, it will be remembered vision When you ask a question, if they look into one of their years, the person is accessing a sound information. So for example, there are hearing something. If the eyes look up, the person is accessing a visual information.

For example, they visualized a house. If the eyes go down to the left, the person is accessing a kinesthetic information, for example, how they felt at a certain time. The reason so auditory digital, which is in the bottom right, and it's when the person is having an internal dialogue. For example, he's talking to himself. So you can see that there is constructed auditory, and remembered auditory constructed means that they have constructed the sound and remembered means that they have remembered the sound constructed doesn't mean that there are blank. It can be that they are creating a sound or thinking about the conversation they may have in the future.

There is also construct the visual and remembered visual and they work on the same principle. So constructed visual, it's something that they are constructing in their mind. And remember the visual, it's an image that they have from the past, for example, using questions that match how a person is thinking can help you get answers that have been holding back, for example, you ask your client, what he needs to make a decision, and he says that he needs time to think. But while he does that, he looks into his right ear. So you can then guess that someone told him something about the product, and that may be holding him back. So you can ask, did someone tell you something about us?

And then he can say yes, and tell you what it is. When you ask a question, look more for the IQs than the words. Sometimes the words won't give you the answer, but the IQs will when you ask a question. Look for the IQs and then ask a question based on the IQs. So it's your job to interpret the IQs and try to guess, in this case, I noticed that the person looked at his right ear. So I said, oh, maybe someone told him something.

And that's why he asked the question. So it's really about trying to guess. And this technique is really effective, because you can get access to information that will be really difficult to get just the words of caution. Don't try to analyze if the person is lying based on the IQs you won't be able to know this representation is based on right handedness. If the person is left handed, the representation can be the same, or the presentation can be totally different. So you would then have to build their internal representation with questions such as What was the great sound you heard when you were a child?

Look for the eye movements, and then you know where remembered auditory ease, and so on. So I would say, if you're just starting out, and you see that the person is right handed, that's great, you can use this representation. But if you see that the person is left handed, so it can be totally different. And if you're not comfortable and enough advanced, don't use the IQs with a left handed person, because you will have to build the representation by asking questions that will make them think about something that you have heard in the past so that you can see what what is remembered auditory, something that they could hear in the future. So then you have constructed auditory, something that they fence, then you have kinesthetic, and then you can put the pieces together. It's a little bit more advanced, I would say just a hope that the person is right handed, and if the person is left handed, it's up to you to decide if you want to build their representations or not.