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LAB Profile (Productivity Patterns (RULE STRUCTURE: What are the rules for…

- - - - Detection: speak in sequences, step-by-step lots of modifiers, adverbs, adjectives proper nouns for people, places, and things if they lose the sequence, they may start over again or continue from where they left off only seem to be aware of the step before and after the one they are on; not much perception of the overview
      - Influence: exactly; precisely; specifically; details; use sequences and lots of qualifiers
    - - Detection: may present things in random order overview, summaries concepts, abstracts simple sentences, few modifiers or details, few words.
      - Influence: the big picture; the main idea; essentially; the important thing is; in general; concepts
  - - - Detection: Absence of culturally appropriate behavioral responses such as head nodding, saying "uh-huh," etc. reacts only to the content of what you say doesn't "pick up the pencil" doesn't notice or respond to your voice tone little or no facial expression or voice variation
      - Influence: keep the communication focused on the content match their Criteria and Convincer Channel and Mode
    - - Detection: responds to both content and nonverbal aspects of the communication will nod head, move body, say "uh-huh", etc., as a response animated (for their culture.
      - Influence: they are influenced by the depth of rapport
  - - - Detection: they visibly and vocally have an emotional response while describing a diﬃcult situation changes in 3 or more of the following are indicators of a change in emotional state: body posture, gestures facial muscle tension eyes drop voice will change in timbre, tone, speed and volume will stay in their emotional state throughout their recital
      - Influence: get them excited about something and focus on the emotion, using words such as: intense; exciting; mind-boggling; extraordinary; this is fantastic; amazing, etc.
    - - Detection: will go into their emotions initially and return at least once.
      - Influence: speak in terms that indicate you can go in and out of an emotional state (i.e., "You can get excited about this, and then realize that it makes good sense too.".
    - - Detection: will not go into their emotions
      - Influence: present the logical facts: the cold reality; hard facts; clear thinking; statistics
  - - - Detection: says I, I did it, myself, my responsibility won't talk about or mention other people the activity presupposes that they did it on their own
      - Influence: do it alone; by yourself; you alone; without interruption; you'll have total responsibility and control; just close your door and reroute your phone.
    - - Detection: other people are present but "I did it" may or may not mention others, but the nature of the activity necessitates the presence of others (i.e. sales or teaching)
      - Influence: you will be in charge; others will be involved but this is your baby; you will direct; lead; your responsibility is X and theirs is Y
    - - Detection: will say: we, us, our job, together, etc. includes other people and shares responsibility
      - Influence: us; we; together; all of us; team; group; share responsibility; do it together; you won't be alone in this (Away From); let's; we could do that
  - - - Detection: speak about people, emotions, feelings will name people, use personal pronouns people are the object of their sentences talk about processes, systems, tools, ideas, tasks, goals, results will not mention people often except as impersonal pronouns (i.e. "they", or "you") people become objects, parts of a process
      - Influence: use people's names; feelings; thoughts; experiencing; this will feel good; for you; for others; the people; our team; our group
    - - Detection: Either the person may choose to complete the task (Thing), drop everything to comfort the person (Person) or waver between the two, (Equally Person and Thing). Alternately you could ask the person: "Tell me about a perfect day at work." The person will either tell you about tasks and things, or people and feelings.
      - Influence: things; systems; objects; tasks; objectives; process; get the job done; focus on the task at hand; the goal; the results
  - - - Detection:
        Some kind of answer to both questions or answers both questions easily. (The answer to each question may not be the same.)
      - Influence: "You would do that if you were him? You know what you want and what would work for the others, you can apply what you think to the situation with the group." (these phrases reflect that the person decides for themselves and others)
    - - Detection:
        Clear response to question one. Indicates lack of interest for question two
      - Influence: (For this group, I suggest using the language that you would use for Internals, with a twist)"You're sure about this and it doesn't matter about the others, this may be in your best interest, never mind what they think.
    - - Detection:
        Doesn't know the answer to question one. Has rules for question two.
      - Influence: "Now that you've been informed about what's expected, you can pass that along, wait until you hear from the boss and then let everyone know, would you tell the group what the rules are from our guideline book? what would George do?
    - - Detection:
        Has rules for question one. Doesn't know or wouldn't presume to say for question two.
      - Influence: "You know what you should do and you want to leave it up to the others to decide for themselves, you have your own unique way and recognize that each person is different, everyone is different..
  - - - Detection: How do you know X is worth buying? Have to see the evidence..
      - Influence: see, look at it this way, show, perspective, image, clear, clarify, light, dark, shiny, colorful, visualize, light up, vague, foggy, horizon, flash, get a look at, picture it, see it in action, view it, etc.
    - - Detection: How do you know X is worth buying? Will listen to what others have to say
      - Influence: hear, talk, listen, wonder, say, question, ask, dialogue, ring, noise, rhythm, in tune, harmonious, musical, tone, discord, symphony, shout, discuss, hear about, tell yourself, etc.
    - - Detection: How do you know X is worth buying? Read Reports..
      - Influence: read the report, go through the text, scan the page, read through, read in detail
    - - Detection: How do you know X is worth buying? Have to work with someone to know
      - Influence: feel, touch, grasp, gather, in contact with, connect, concrete, pressure, sensitive, solid, closed, open, soft, link, hot, cold, warm, try it out, make sense, work with it, grapple with it, try it on, test it out, etc.
  - - - Detection: will state a specific number of times
      - Influnence: Use the Number
    - - Detection: never really convinced judge each time
      - Influence: try it; each time you use it; every time; consistent performance; don't take my word
    - - Detection: will talk about a duration or period of time they need.
      - Influence: (match the period of time) a couple weeks, an hour or so, 10 days
    - - Detection: one example or assume people are good give the benefit of the doubt
      - Influence: You can assume; benefit of the doubt; decide fast; right now
- - - - Detection: sentence structure incomplete sentences, subject or verb missing passive verbs or verbs transformed into nouns lots of infinitives speak as if the world controls them, things happen to them, believe in chance or luck long and convoluted sentences talks about thinking about, analyzing, understanding, or waiting, or the principle of the thing conditionals, would, could, might, may overly cautious, need to understand and analyze
      - Influence: let's think about it; now that you have analyzed it; you'll get to really understand; this will tell you why consider this; this will clarify it for you; think about your response; you might consider; could; the time is ripe; good luck is coming your way
    - - Detection: sentence structure short sentences: noun, active verb, tangible object speaks as if they are in control of their world crisp and clear sentence structure direct at the extreme, they "bulldoze"
      - Influence: go for it; just do it; jump in; why wait; now; right away; get it done; you'll get to do; take the initiative; take charge; run away with it; right now; what are you waiting for; let's hurry
  - - - Other questions to elicit Criteria: What do you want in . . . (a job, a home, a spouse, etc.)? What's important to you? What counts? What has to be there? What would you like to have, be or do? What would have to happen in this project to meet all your needs?
  - - - Away From: They focus on what may be and is going wrong. They are motivated to solve problems and have trouble keeping focused on goals.
        
        Detection: will mention situations to be avoided, gotten rid of exclusion of unwanted situations, things problems
        
        Influence: won't have to; solve; prevent; avoid; fix; prevent; not have to deal with; get rid of; it's not perfect; let's find out what's wrong; there'll be no problems
      - Toward: They are motivated to achieve or attain goals. They may have trouble recognizing problems. They are good at managing priorities.
        
        Detection: talks about what they gain, achieve, get, have etc. inclusion what they want, goals
        
        Influence: attain; obtain; have; get; include; achieve; enable you to; benefits; advantages; here's what you would accomplish
  - - - External: They need outside feedback to know how well they are doing. They are motivated by impact, feedback and results.
        
        Detection: other people or external sources of information decide or judge for them; need to compare their work to an external norm or standard (i.e., a checklist or a quota outside information is taken as a decision or order).
        
        Influence: you'll get good feedback; others will notice; it has been approved by; well-respected; you will make quite an impact; so-and-so thinks; I would strongly recommend; the experts say; give references; scientific studies show; (if you have impeccable credibility with a person or group, you can also use "Command Language" such as "you should")
      - Internal: They decide based on their own internal standards. They like to evaluate outside information by judging it against their own standards
        
        Detection: they decide or know themselves; "I know" they evaluate their own performance based on their own standards and Criteria they resist when someone tells them what to do, or decides for them outside instructions are taken as information
        
        Influence: only you can decide; you might consider; it's up to you; I suggest you think about; try it out and decide what you think; here's some information so you can decide; what do you think; for all the information you need to decide, just call
  - - - Detection: list of Criteria opportunities, possibilities expanding options and choice
      - Influence: opportunity; choice; break the rules just for you; another better way; unlimited possibilities; an alternative is; that's one way; here are the options; there has got to be a way; the sky's the limit, ways and means
    - - Detection: did not choose answers the question "why" by telling "how" it happened the facts, events leading to, a story
      - Influence: the right way; speak in procedures: first . . . then . . . after which ...the last step; tried and true; reliable; how to use this; just follow the procedure; the procedure is; proven [methodology]
  - - - Detection: how they are the same, identical what they have in common how it has not changed
      - Influence: same as; in common; as you always do; like before; unchanged; as you already know; maintaining; totally the same; exactly as before; identical
    - - Detection: how it has evolved over time it is the same except more; less; better; worse; improving; etc. (comparisons on a sliding scale) focus on the trip more than arriving at the destination
      - Influence: more; better; less; the same except; advanced; upgrade; progression; gradual improvement; similar but even better; moving up; growth; improvement
    - - Detection: may not understand the word relationship will describe how it is completely different new, different, changed, transformed, revolutionary language points to an immediate switch focus on the destination, ignore the trip
      - Influence: new; totally different; unlike anything else; unique; one of a kind; completely changed; unrecognizable; shift; switch; a complete turnaround; brand new; unheard of; the only one
    - - Detection: use both Difference and Sameness with Exception responses
      - Influence: better and new; a totally different approach to improve; gradually making changes; shift to a more relaxed state; it's completely new and so much better than before