If you’ve been reading my recent columns, you know we are discussing Meta-Programs, a psychological concept that describes the thought patterns that work in the background to control how we filter information and make decisions. In this article we will see how understanding the Proactive vs. Reactive bias helps you become a better salesperson, teacher, and staff manager. People who are Proactive take initiative and make things happen. They anticipate, prepare, and take steps to achieve their goals. A person who is Reactive tends to respond after the fact, usually passively or defensively. They wait for things to happen and more easily feel overwhelmed and powerless. In Sales If your
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