NLP At Work : The Difference That Makes the Difference in Business

FILTERS ON YOUR WORLD 59

Your relative preferences are indicated by the number of ticks in each column, i.e., the more ticks the
greater the preference. It is possible to have a similar number of ticks in all of the columns, indicating a
balanced preference.

Internal/external reference
Circle the letters you ticked in questions 15, 16, and 17.

Internal External

Question 15 c a

db

fe

Question 16 b a

cd

fe

Question 17 a b

dc

ef

Add up the numbers of letters circled in each column. The number of ticks in each column indicates your
relative preference, i.e., the more ticks the greater the preference.

Convincer pattern
The answers you ticked in questions 18, 19, and 20 indicate the importance of the following elements in
your strategy for being convinced about something:

Visual demonstration (Vis dem)
Auditory explanation (Aud expl)
Active experimentation (Act expm)
Visual presentation (Vis pres)
Auditory discussion (Aud disc)
Time
A number of explanations/presentations/practicals (No)
Details (Det)

Circle the letters that you ticked for each of the questions.