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small set of specific questions by which, regardless of what people answer, their unconscious patterns are revealed in the structure of the language they use. You pay attention to how people answer, instead of what they say.
Motivation Traits,
what a person needs to get and stay motivated in a given Context, or conversely what will demotivate someone. Sometimes I call these the Motivation Triggers because they reveal what will make a person do something or prevent a person from acting in a certain way.
Working Traits, also known as Productivity Patterns. These categories describe the internal mental processing that a person uses in a specific situation. For example, we can determine if a person prefers an overview or sequential details, the environments in which they are most productive, whether a person attends to people or tasks, how they respond to stress, and the mechanics that lead them to become convinced about something.
Influencing Language. Once you know a person's Patterns, you can then tailor your language so that it has maximum impact for that person.
When someone uses terms that you can immediately understand, none of your energy is lost in translating; the meaning just goes in. When you use the appropriate Influencing Language, the impact is powerful precisely because you are speaking in someone's own personal style.
The LAB Profile® Patterns reflect a person's Model of the World.
People transform their actual experience, their opinions, and so on, in ways that correspond to their own particular Deletions, Distortions, and Generalizations. Leslie Cameron-Bandler and Rodger Bailey determined that people who use the same language patterns in their speech have the same behaviors. The Language and Behavior Profile got its name from the connections
The tools in this book will enable you to understand, predict and influence behavior.
The LAB Profile® is a set of tools that can be le...
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Because our behavior can vary in different situations, you will need to make sure when using the LAB Profile® questions, that you have clearly and specifically identified the Context.
To help you identify when someone is talking about or has switched Contexts, listen for: When? Where? With whom? and a verb.
As you practice noticing when people are switching Contexts, it will be easier to have a deep understanding of them, increase your impact and avoid inadvertently making blunders that harm relationships.
Proactive employees, you will need to channel their energy in appropriate directions. If they don't have opportunities to use their high level of energy, they will become frustrated or bored, and as a result may use their initiative in unproductive ways. You can motivate them by giving them a job to do and telling them to "Go for it."
You can motivate Reactive people by matching their Pattern. "Now that you have had enough time to consider and think about this, I'll need it on my desk by Monday at noon."
To motivate these people, you would use both sets of Influencing Language. For example, "I would like you to think through what needs to be done and just go do it."
Reactive buyers on the other hand, need more time and may be more likely to buy when the product or service allows them to gain understanding.
Reactive people will be more likely to buy if you suggest that this is what they have been waiting for, or "Haven't you waited long enough to get what you really want?" or "Once you have this, you'll understand why ..."
quintessential Proactive/Reactive conflict. Do it now vs. think about how to do it.
Criteria is the term we use to describe a person's way of making distinctions about what is good, bad, awful, wrong, right, and so on. They are personal labels we give to our values; those things we value.
A person's Criteria are those words that incite a physical and emotional reaction: HOT BUTTONS.
