UNLIMITED
POWER
BY ANTHONY ROBBINS
Copyright © 1991 by Robbins Research International. AM rights reserved. Reproduction in any form without the express written convent of Robbins Research International is prohibited.
P.121
CHAPTER XIV-
KEY POINTS
Metaprograms are the internal programs (or sorts) we
use in deciding what to pay
attention to and what we delete.
All human behavior revolves around the urge to gain pleasure or avoid pain.
In sales, use the wrong metaprogram with a person, and you might as well have
stayed at home.
All these metaprograms are
CONTEXT- and
STRESS-RELATED.
People reveal their
metaprograms on a consistent, ongoing basis. For example, to
determine if
people sort by self or others, do they lean toward people or do they
lean back and remain unresponsive?
Some people respond
to the world by finding SAMENESS, others find
DIFFERENCE. So who's right? It all depends on a person's perception.
The person who is motivated by necessity is interested in what's known and
what's secure. The person who is motivated by possibility
is equally interested in
what's not known.
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