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 Internal vs. External orientation Meta-Program helps you become a better salesperson, teacher, and staff manager. A person with an internal frame of reference looks inside for values, using personal experience as a guideline. A person with an external frame of reference looks to others for validation, using cultural norms and valuing authority. In Sales Try to establish whether the prospective student has an internal or external
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