How to Coach Yourself and Others How to Influence, Persuade and Motivate | Page 389

We all have our own "personal code." You must unlock your prospects'
codes. Most of this code is hidden from the untrained eye, so you'll have
to know what to look for. Consider how code is used in designing Web
pages. We have all surfed the Internet and seen hundreds, even thousands,
of different Web pages. Underlying each page is HTML code. This code
makes each page look and act differently. Many pages have hidden code
that is difficult to find and understand. Similarly, we each have code that
is apparent and some other code that is not apparent. Our code is the sum
of our beliefs, experiences, motivations, thoughts, attitudes, values,
personality, and soon, that makes us who we are. The key for you is to
decode the situation or the prospect, so you can know how to most
effectively persuade your audience.
Finding and interpreting code comes with knowledge and experience, and
the more knowledge and more experience you have, the easier it becomes
to find and crack the code.
The foll