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Introduction and Overview
Meta Programs are individual perceptual filters. They are the mental structures and patterns that shape our thinking and behavior — determining how we distort, delete, and generalize information.
Meta Programs usually operate unconsciously, but they can become conscious once we start paying attention to them. This section helps you become aware of your own Meta Programs, recognize them in others, and expand your flexibility in communication and perception.
Meta Programs Are Especially Useful For:
- Building rapport
- Changing perception of the world
- Flexibility in communication
- Modeling excellence in behavior
- Evaluating attitudes and responses
- Team building
Each Meta Program includes the program name, the different types it contains, their characteristics, and clues for identifying them.
You’ll also find typical questions to recognize each pattern. These diagnostic questions allow you to identify a person’s thinking and motivation structure. While approximate distributions of types exist, they are not scientifically precise. Some helpful linguistic patterns are also provided for effective communication with each type.
Meta Programs in Sales
Meta Programs can be powerful tools in sales communication. Joerg-Friedrich Gampper explains in his online seminar “Thinking Preferences: Using Meta Programs in Sales Conversations” how they can be applied to better understand customers’ decision strategies. Watch the 105-minute recording by clicking the image below:
Overview of Motivational Traits
| Questions | Categories | Pattern Indicators |
|---|---|---|
| Activity Level | Proactive: short, decisive sentences Reactive: hesitant, “maybe,” “wait and see” | |
| What’s important to you in your work? | Criteria | |
| Why is that important? (Ask three times.) | Direction | Toward: achieve, gain, include Away From: avoid, exclude, prevent problems |
| How do you know you’ve done a good job? | Source | Internal: I just know External: others’ feedback, facts, data |
| Why did you choose your current work? | Reason | Options: possibilities, freedom of choice Procedures: routines, steps, necessity |
| How does your work this year compare to last year? | Decision Factor | Sameness: no change Similarity with Exceptions: small improvements Difference: changes, contrasts |
Overview: Information Processing Patterns
| Questions | Categories | Pattern Indicators |
|---|---|---|
| Information Size | Detail: precise, sequential Global: overview, big picture | |
| Focus of Attention | Self: calm, inward focus Others: expressive, outward focus | |
| Describe a project you struggled with. | Reaction to Stress | Emotional: reacts and stays in emotion Flexible: feels, then chooses response Cognitive: responds logically |
| Describe a work situation that was fulfilling for you. | Work Style / Organization | Independent: alone, responsible Involved: leading, others present Cooperative: teamwork Person-Oriented: focus on people Task-Oriented: focus on systems and tasks |
| How can you improve your success at work? | Rule Structure | My/My: my rules for both My/Your: my rules for me, your rules for you |
| How do you know when someone is doing a good job? | Convincer Channel and Mode | Visual, Auditory, Reading, Doing Multiple Examples: needs proof Automatic: easily convinced Consistent: never fully convinced Time: needs time to decide |
Overview of Meta Programs
Activity Meta Program: Proactive - Reactive
Meta Program: Direction of Motivation – Carrot or Stick
Meta Program: Source of Motivation
Meta Program: Approach – Options or Procedures
Meta Program: Sameness – Difference
Meta Programs of Information Processing
Focus of Attention
Meta Program: Reaction to Stress
Meta Program: Work Style
Meta Program: Work Organization
Meta Program: Rule Structure
Meta Program: Convincer Channel
Meta Program: Decisions
Meta Program: Judging - Perceiving