More New Legend Metaprograms
There is a definite quality of overlapping programs within each of us. If you watch the FOX news and then click to CNN news, some of the stories are the same and some are unique to each channel. Metaprograms are similar to this experience. In this article, you will learn some of the “new metaprograms” that are critical to pulling the right strings in the persuasion process. You may feel that there are relationships between two metaprograms and that is a sign that you are becoming consciously aware of the programs that are running your mind, and a good sign of understanding this method of understanding and utilizing personality traits.
Metaprograms are among the deepest filters of perception. These internal sorting patterns unconsciously help us decide what we pay attention to. Metaprograms are, generally speaking, “content free but context dependent.”
Like a software program, the sum of your client’s metaprograms do not actually store information but determine what drives him. His state (of mind) is affected by his metaprograms and they play a significant role in creating his internal representations (his pictures of how he views the world at the conscious and unconscious level).
In order to use a computer program effectively you must understand how use it. In order to communicate with and sell your products and services to your customers in an efficient manner you must understand what metaprograms they use. Because metaprograms are deletion and distortion filters that adjust our generalizations (beliefs), we can predict the states of mind of our customers if we know their metaprograms. If you can predict your client’s internal states, you can easily influence and direct your customer’s decisions and actions.
There are about 50 metaprograms that have been identified as sorting patterns, types, traits and functions for individuals. You will now learn the “new” metaprograms that most affect the sales process. Remember that all metaprograms exist on a continuum and are not either/or representations of personality! As previously noted some people are very extroverted and other people may be just a little extroverted. The behavioral distinctions between someone who is extroverted and someone who is very extroverted can be described as analogical to a good conversationalist compared to someone who never stops talking to listen.
The first of the new metaprograms we want to examine is that of the pain /pleasure sorting pattern. And you begin here because you will be among the first two know that what you learned when you were a kid…is not necessarily true today.
This metaprogram is probably the most important metaprogram in making or losing sales…