How to Coach Yourself and Others Techniques For Coaching | Seite 439

META COMMUNICATION
When you want to influence people’s thoughts and emotions with
words, it may be a good idea to remember this :
the pledge: You need to get there attention and interest, give them a
reason to listen to you, create trust, offer a wider perspective, promise
fun, security, happiness, benefit or advantage.
the turn: Without interaction and emotional involvement, your pledge
will lead to nothing and will soon be forgotten. You will not obtain the
desired outcome, unless you work toward it in a planned, structured,
strategic way. You need to obtain
interaction and emotional
involvement from your listener.
the prestige: But of course, unless you can close the deal, nothing is
ever won. The turn, therefore is always function of the prestige. You
cannot hit a target if you don’t know what you are aiming at. Good
strategies are of little use if you do not have a fixed goal, determination
and self confidence.
Some infallible ingredients of suggestive communication
1. Get to know your listener’s inner world
At the start, mostly, you don’t know your listener’s values. So you have
to be careful: stick to what you see (appearance, clothes, …) and return
the information they are giving you. When connecting this information
to such abstract things as their feelings and opinions, be vague. Let
their own imagination fill in the gaps.
The deeper the rapport, the more they will trust what you say.
Instinctively, they will then complete the vague images that you are
offering with content that is meaningful to them and which they will
agree with. This will further deepen the established rapport and make
them more receptive to what you are saying.
If you say, “On my way here, I saw this beautiful, green Jaguar