To build and maintain rapport with people whose primary representation system is kinesthetic, observe, listen for and match the following cues:

• When asked to remember something, they move their eyes downward, gaining access to information.

• Make use of kinesthetic predicates, for example:

Hard, Tough, Warm, Cold, Grasp, Feel, Solid, Touch, Catch on, Unfeeling, Scrape, Boils down to, Control yourself, Come to grips with, Get in touch with, Get a load of this, Get a handle on, Hang in there, Hand in hand, Hold it, Lay cards on the table, Know-how, Keep your shirt on, Hold on, Pull some strings, Slipped my mind, So-so, Too much of a hassle.

• They tend to breathe deeply and slowly.

• Speak and move slowly and deliberately, demonstrating a variety of physical gestures.