Metaprogram: Convincer - Channel & Mode
Convincer - Channel
How do you recognize that someone is doing their job well?
- Seeing:
needs to see evidence - Hearing:
needs a lecture, must hear something - Reading:
needs to read something - Doing:
needs to do something with the information
Distribution:
Seeing: 55%, Hearing: 30%, Reading: 3%, Doing: 12%
Effective Language Patterns:
Formulate your communication so that the primary convincer channel (seeing, hearing, reading, doing) is addressed.
Convincer - Mode
How often must something happen (must you see, hear, read, do something) before you are convinced?
- Multiple examples:
need a certain number of repeated presentations of the data to be convinced. - Automatic:
need only a little information and are immediately convinced. They almost never change their mind. - Consistent:
are never completely convinced. Every day is a new day, and they need to be convinced anew. - Time:
need to gather information for a certain period before they are convinced.
Distribution
multiple examples: 52%, automatic: 8%, consistent: 15%, time: 25%
Effective Language Patterns
Multiple examples: Use the number the person tells you.
Automatic: You can assume: In case of doubt, for it.
Consistent: Try it out; every time you use it; daily; repeatedly. Use the same language patterns as for internals.
Time: Use the same time frame the person tells you.
