More information means more influence

Identity is roughly made up of personality (values, beliefs) and decision-making programs (abilities, behavior, and environment). The set of techniques generally involves obtaining information about the person we want to influence and linking that information to our suggestions.

Information for higher levels of personality is obtained by observing and asking questions with specific questions that help us to acquire values in particular.

For lower levels, by identifying metaprograms (e.g. 4×4). For example, criteria and values can very well be used as a framework for a sales conversation, as we relate them to the desired result.