LAB Profile®

LAB Profile®: The best tool for effective, professional conversations

Does this situation ring a bell? You’re trying to convince your counterpart, playing the old game: proof and evidence to the contrary, argument and counterargument. And at one point, your counterpart makes a decision one way or the other.

It’s far more efficient – and effective! – to work with underlying, subconscious motivation triggers. They are directly connected to emotion and are thus a lot harder to refute than facts alone.

The LAB Profile® helps you identify and use appropriate triggers in any context. It’s an easy-to-learn system that adds permanent, significant impact to the way you communicate with your clients and employees.

LAB Profile®: Identifying behaviour patterns and motivation triggers

The LAB Profile® (Language & Behaviour Profile®) is based on the fact that every person has the same fixed basic set of behaviour patterns and motivation triggers.

However, in every situation, every person employs their own individual mix of these patterns.  Mostly subconscious, the combination is determined by conditioning and past experience. We act differently in different contexts; still, within the same context, we always act the same way.

Our entire communication is shaped by our patterns. And the language we use in a given context shows what underlying motivation triggers are at currently at play.

The LAB Profile® offers you an exact method to identify behaviour paterns and motivation triggers through those very language patterns:

  • What motivates our counterparts?
  • How do they process information?
  • How do they make decisions?

LAB Profile®: Influence behaviour

The LAB Profile® enables us to decode underlying behaviour patterns and motivation triggers in specific contexts. As soon as we have decoded our counterpart’s motivation, we can then adapt our language to purposefully address these triggers.

This so-called “Effective Language” boosts the power of our words! We are able to reach people on an emotional level and can so very effectively impact their decisions and behaviour.

The Power of Words:

Are you looking to increase your success with clients and employees? Our LAB Profile® training will teach you how – and give you an excellent array of tools for your day-to-day.

About the LAB Profile®:

The LAB Profile® was developed in Canada over a 10-year-period. It’s built on research by highly regarded scientists Noam Chomsky (linguistics) and Leslie Cameron (psychology and behavioural sciences).

The LAB Profile® was specifically designed for targeted communication and results-based conversations in business. Main areas of application are sales, leadership and recruiting.

The LAB Profile® works with identifying and addressing subconscious motivation triggers and information processing patterns. As such, it offers help on three levels:

  • Level 1: How to identify motivation triggers
  • Level 2: How to address these motivation triggers  with“Effective Language“
  • Level 3: Best practice models for recurrent conversational situations

The LAB Profile works with a total of 14 motivation and thought patterns:

Motivation:

1. Criteria

What is important to my counterpart in this particular context? How do I identify and utilize this person’s individual quality criteria and motivators?

2. Direction

What compels my counterpart to act? Can I motivate them by pointing out goals? Or do I need to highlight how I can help them get away from a problem?

3. Reason

Can I compel my counterpart to make a decision by offering alternatives and flexible options? Or do they prefer established procedures?

4. Source

Does my client insist on making up their own mind on offers and proposals? Or do they need suggestions, outside references, certificates, etc. before they can make a decision?

5. Decision factors

How does my client react to change? Are they motivated by the search for something new or a better “same”? How do I phrase my arguments accordingly?

6. Level

Does my counterpart take the initiative or do I need to prompt them into action?

Information processing and work style:

7. Scope

How extensive and detailed do I need to be when presenting my arguments? And how do I structure information in a way my counterpart can best absorb and process?

8. Work organization

Is my counterpart strictly results-oriented or do they rather focus on their actions’ impact on other people and relationships?

9. Attention direction

Does the person respond to and display non-verbal behaviour? How do I adapt my communication and behaviour?

10. Working style

Which work environment most stimulates peoples’ productivity? Do they prefer to work alone, together with others or do they like to share responsibility altogether?

11. Stress response

How do I find out how people react to stress in a professional environment?

12. Rule structure

Which codes of conduct do people apply to themselves and to others? How does that impact their work as well as their work environment?

13. Convincer channel

What type of information does a person need in order to start the process of being convinced?

14. Convincer Mode

How does my counterpart reach a decision based on the information they have? How can I best support them in this internal decision-making process?

Based on your requirements and goals, we will custom-design the optimal training for you. Participants will learn about – and practice! – behaviour and communications patterns as well as relevant techniques and tools.