Vadim Kotelnikov    


Individual Maps of Reality – Ways In Which We Perceive the World


Business e-Coach     


Make adjustment to the wind if you want your message to hit the target.





Myers-Briggs Type Indicator (MBTI)

Perception: What You Pay Attention To

Senser (S)

Intuiter (N)

The 5 senses

Intuition (the 6th sense)

Practical, facts

Theoretical, insights

Present, what is real

Future, what could be

Using established skills

Learning new skills

Utility, step by step

Novelty, radical change

Create Greater Value for People Around You

To be able to help people achieve more and solve their problems in a caring value-added way, ask yourself these searching questions constantly:

4 NLP Perceptual Positions


Customer Relationship Management

Three Disciplines

①  Brand management: brand equity refers to the customers’ subjective appraisal of the brand.

②  Customer value analysis: value equity refers to the customers’ perceptions of value >>>

③  Customer loyalty analysis: retention equity refers to the firm building relationships with customers and encouraging repeat-purchasing.

Knowing People

Taking Different Perceptual Positions    Mental Maps

To Know Your Enemy, Become Your Enemy

Cultural Differences

Life Philosophies: East vs. West    Cross--cultural Communication

Effective Marketing and Selling

The Law of Perception    Differentiating with Different Types of People

Perceptions Rule

"The bird thinks it is an act of kindness to give the fish a lift in the air."
Rabindranath Tagore

How we generate information about the world is perceiving.

When new information is compatible with your knowledge structures it is accepted, when it does not mesh with your pre-conceived ideas or past experience it receives little consideration, is distorted or ignored.2

So, if you wish your message to hit the target, make adjustment to the wind.

Understand EGA of Your Audience

Business Is All About Perceptions

"To gain customer insights, we must understand that
we are prisoners of what we know and what we believe."  
~ Mohanbir Sawhney

Business – decision making, communication, negotiation, leadership, teamwork, motivation, value innovation, differentiation, marketing, etc. – is all about perceptions.  The essence of leading, managing and selling is coming to grips with people's perceptions.

"Perception is all there is..." writes Tom Peters.5 "There is only one perceived reality, the way each of us chooses to perceive a communication, the value of a service, the value of a particular product feature, the quality of a product."

Customer Value Proposition

Empathetic Marketing

Connecting with Senses

People have three basic methods of perceiving the world around them:

  • Visual (see the world)

  • Auditory (hear the world)

  • Kinethetic (feel the world).

Individuals have different preferred ways of thinking and communicating their experiences – some express themselves in pictures, others talk about how things sound to them, and others speak about how things feel. If you want to connect with your target customers, you have to figure out which sense they favor... More



Selective Perceptions

Most of your judgments result from decisional shortcuts you use to generate solutions that are good enough most of the time. Your subconscious mind scans your environment and selects what it deems may be important for you to notice.  When you perceive a situation that looks familiar to you, your past experience causes you to see the event in terms of what you expect... More

Case Studies Young Women or Old Woman?

This example is often used by educators when they talk about selective perceptions... More

Idea Evaluation: 4x2 Perceptual Positions

Smart & Fast Decision Maker

Perceptual positions can help you gain new understanding through seeing things from different perspectives... More




  1. "Thinking Outside the Comfort Zone," Jerry Sentell

  2. "Selling with NLP," Kerry L. Johnson

  3. "Making Better Business Decisions," Steve W. Williams

  4. "Driving Customer Equity," Rust, Roland T., Zeithaml, Valarie A. & Lemon, Katherine E.

  5. "A Passion for Excellence: The Leadership Difference," Tom Peters and Nancy Austin