PROACTIVE / REACTIVE PROACTIVE – now, do it, go for it, make it happen

REACTIVE – think about it, could, might, it seems

CRITERIA
What is important to you about…? CRITERIA – words stressed, repeated
What do you want…?
TOWARD – benefits, gain, achieve, want
TOWARD / AWAY FROM AWAY – don’t want, avoid, prevent, fix, not have
Why is that important?
INTERNAL – I know, decides for self
INTERNAL / EXTERNAL EXTERNAL – feedback, evidence shows
How would you know if you had done a good job at…?
OPTIONS – ways, possibilities, options, could
OPTIONS / PROCEDURES PROCEDURES – method, process, next step, the right way
Why did you choose your last…?
SAMENESS – same, maintain, as usual
SAMENESS / SAME W EXCEPT / DIFFERENCE S W EXCEPT – better, more, less, bigger, upgrade, improve
What is the relationship between this one and the last one? DIFFERENCE – new, different, shift, switch, unique

GENERAL / SPECIFIC GENERAL – the main point, the important thing, the overall
SPECIFIC – precisely, details, exactly
SELF / OTHER
SELF / OTHER
FEELINGS / CHOICE / THINKING
Tell me about a… that caused you trouble? FEELINGS – wow!, incredible!, that’s awful!, amazing!
CHOICE – that feels right and makes sense
INDEPENDENT / PROXIMITY / COOP THINKING – that is logical, the fact is, rational
PERSON / THING
Tell me about a… that was (their Criterion). INDEPENDENT – alone, without interruption, on your own
What did you like about it? PROXIMITY – your role, their role, help someone
COOPERATIVE – us, we, all together, share responsibility
MY/MY MY/. NO/MY MY/YOUR
What is a good way for you to improve…? PERSON – names, feelings, emotions, experiences
What is a good way for someone else…? THING – things, ideas, processes, software

CONVINCER – SEE, HEAR, READ, DO MY/MY MY/. NO/MY MY/YOUR

How would you know that s.o. else made a good… buying
decision?
NUMBER OF EX, AUTO, CONSISTENT, PERIOD OF TIME
How many times would you have to (see, hear, read, do) to
be convinced?
CONVINCER – see – hear – read – do
No of examples – give 3+ ex, repeat info in 3+ meetings
Automatic – give one good example
Consistent – judge each time, offer trial version
Period of time – offer trial/probation period of time