How to Coach Yourself and Others Techniques For Coaching | Page 442
this thing? And have you ever felt this so strongly that you were
ready to pay almost just about anything to get it?”
The disadvantage here is that you could get a simple “yes” or “no”
without the other person ever having done a conscious effort to re-live
the situation.
At that point, you simply ask: “why was that?” “Can you tell me some
more about it?”
These questions have four important advantages:
1. The answers will provide you with useful information about the
deeper structure of the listener’s mind and of his world-view
2. They will reveal you which kind of arguments are likely to influence
this person. e.g. which qualities are needed by this person to feel
comfortable with somebody [you]
3. At the same time they will make them actually go through the
experience and relive the connected feelings, in order to being able to
describe them to you.
4. Their subconscious mind will automatically associate the context
with the speaker, the result being that the listener will instantly feel
more attracted to you.
Present evidence for what you say
Submit your proof for verification
Be confident and relaxed
Look into the eyes of the listener (but don’t overdo it)
Use your listener’s Christian name
3. Create Rapport
We all know that “A man convinced against his will, remains of the
same opinion still ..” That is why every sales- or hypnosis course and
every article about dating will tell you that you need to start with
creating as much rapport as possible.
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