Page 184 - Effective Communication Skills Mastery Bible 4 Books in 1 Boxset by Tuhovsky, Ian

General/Detailed

People with “general” metaprograms prefer to look at

the whole problem or issue in general from a bigger

perspective. They feel good when they can fully embrace the
concept. People oriented on the details, however, prefer to

look at the specific elements of the whole. They focus the

greatest attention on details, on the specific elements of

problems and concepts.

The former are usually great at planning. Their ability to

grasp all issues allows them to prepare a plan and a strategy
for better action. People with a “detailed” metaprogram feel

more comfortable with tasks that have a sequence of required

individual steps. They look at each single task individually,

focusing only on one step at a time.

Again, this metaprogram can easily be learned by observing

peoples’ expressions. Listen carefully any time they are

presenting an issue, problem or idea. Note if they are talking

about the details and specific elements of this issue or are

rather focused on general transmission of the concept.

How can you use this knowledge? Let’s suppose that you
are a bicycle retailer. If your customer is focused on the

general perspective, you could encourage them by speaking

about the general merits of this bike (it will allow them to take

long and enjoyable trips, they will feel great riding this bike,

that it’s comfortable and robust, etc.). To a person with
“detailed” metaprogram you could say that this bike has great

brakes, handlebars and a frame made from the best materials,

essentially only the concrete stuff.

The Authority of the External/Internal