The Hidden Power of Language
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The document discusses the significance of language skills in enhancing communication, persuasion, and team dynamics. It emphasizes the importance of mindful language use to motivate individuals, foster collaboration, and shift perspectives. The text also outlines strategies for improving communication through effective questioning and avoiding limiting language patterns.
The Hidden Power of Language
- 1. The Hidden Power of Language Sarah Merron Director, Fire Dragon Coaching Limited 17th October 2012
- 2. What’s the purpose of increasing language skill?
- 3. What’s the purpose of increasing language skill? • Getting a prospect to imagine how good they will feel after working with you.
- 4. What’s the purpose of increasing language skill? • Getting a prospect to imagine how good they will feel after working with you. • Reframing a team member from unmotivated to excited at the prospect of overcoming challenge.
- 5. What’s the purpose of increasing language skill? • Getting a prospect to imagine how good they will feel after working with you. • Reframing a team member from unmotivated to excited at the prospect of overcoming challenge. • Moving someone from confrontation into flexible thinking and potential agreement.
- 6. What’s the purpose of increasing language skill? • Getting a prospect to imagine how good they will feel after working with you. • Reframing a team member from unmotivated to excited at the prospect of overcoming challenge. • Moving someone from confrontation into flexible thinking and potential agreement. • Allowing your team to see benefits in your proposals and changes.
- 7. Being Mindful of Language Pays Dividends
- 8. Being Mindful of Language Pays Dividends • 8 reasons to change “why?” habits
- 9. Being Mindful of Language Pays Dividends • 8 reasons to change “why?” habits • The Hidden Meaning behind words
- 10. Being Mindful of Language Pays Dividends • 8 reasons to change “why?” habits • The Hidden Meaning behind words • 3 “word bombs” to avoid in business
- 11. Being Mindful of Language Pays Dividends • 8 reasons to change “why?” habits • The Hidden Meaning behind words • 3 “word bombs” to avoid in business • How to challenge the two most common limiting language patterns.
- 12. What’s so important about the words we choose?
- 13. What’s so important about the words we choose? • Changes the direction of focus
- 14. What’s so important about the words we choose? • Changes the direction of focus • Gives a snapshot of perspective
- 15. What’s so important about the words we choose? • Changes the direction of focus • Gives a snapshot of perspective • The difference between motivation and de- motivation
- 16. What’s so important about the words we choose? • Changes the direction of focus • Gives a snapshot of perspective • The difference between motivation and de- motivation • Enhances the art of persuasion
- 17. What’s so important about the words we choose? • Changes the direction of focus • Gives a snapshot of perspective • The difference between motivation and de- motivation • Enhances the art of persuasion • Increases efficiency
- 18. What’s so important about the words we choose? • Changes the direction of focus • Gives a snapshot of perspective • The difference between motivation and de- motivation • Enhances the art of persuasion • Increases efficiency • Maximises Opportunity
- 19. How? vs. Why?
- 20. How? vs. Why? Why? How? How did we come to lose this Why did we lose this contract? contract? Why did the client choose the How did the client come to other supplier? choose the other supplier? How did you come to make that Why did you make that decision? decision? Why are we in this position? How did we arrive here?
- 21. How? vs. Why? Why? How? How did we come to lose this Why did we lose this contract? contract? Why did the client choose the How did the client come to other supplier? choose the other supplier? How did you come to make that Why did you make that decision? decision? Why are we in this position? How did we arrive here?
- 22. How? vs. Why? Why? How? How did we come to lose this Why did we lose this contract? contract? Why did the client choose the How did the client come to other supplier? choose the other supplier? How did you come to make that Why did you make that decision? decision? Why are we in this position? How did we arrive here?
- 23. How? vs. Why? Why? How? How did we come to lose this Why did we lose this contract? contract? Why did the client choose the How did the client come to other supplier? choose the other supplier? How did you come to make that Why did you make that decision? decision? Why are we in this position? How did we arrive here?
- 24. How? vs. Why? Why? How? How did we come to lose this Why did we lose this contract? contract? Why did the client choose the How did the client come to other supplier? choose the other supplier? How did you come to make that Why did you make that decision? decision? Why are we in this position? How did we arrive here?
- 25. Why?
- 26. Why? • Why? Generates answers that “justify”
- 27. Why? • Why? Generates answers that “justify” • Why? Can create a feeling of defensiveness
- 28. Why? • Why? Generates answers that “justify” • Why? Can create a feeling of defensiveness • Why? Generates a long story and can waste time
- 29. Why? • Why? Generates answers that “justify” • Why? Can create a feeling of defensiveness • Why? Generates a long story and can waste time • Why? Can miss key opportunities
- 30. How?
- 31. How? • How? Recovers process
- 32. How? • How? Recovers process • How? Leads to potential solutions
- 33. How? • How? Recovers process • How? Leads to potential solutions • How? Is emotionally dissociated
- 34. How? • How? Recovers process • How? Leads to potential solutions • How? Is emotionally dissociated • How? Conveys optimism
- 35. Our Map of The Speaker’s World 8 Transform the Planet
- 36. Our Map of The Speaker’s World John: “As we’ll be working together, George, you’ll need to understand more about how our group operates.” 8 Transform the Planet
- 37. Our Map of The Speaker’s World John: “As we’ll be working together, George, you’ll need to understand more about how our group operates.” 8 Transform the Planet
- 38. Our Map of The Speaker’s World John: “As we’ll be working together, George, you’ll need to understand more about how our group operates.” Get curious … 8 Transform the Planet
- 39. Our Map of The Speaker’s World John: “As we’ll be working together, George, you’ll need to understand more about how our group operates.” Get curious … • What is John pre-supposing about George? 8 Transform the Planet
- 40. Our Map of The Speaker’s World John: “As we’ll be working together, George, you’ll need to understand more about how our group operates.” Get curious … • What is John pre-supposing about George? • How does George feel? 8 Transform the Planet
- 41. Our Map of The Speaker’s World John: “As we’ll be working together, George, you’ll need to understand more about how our group operates.” Get curious … • What is John pre-supposing about George? • How does George feel? 8 Transform the Planet
- 42. Our Map of The Speaker’s World John: “As we’ll be working together, George, you’ll need to understand more about how our group operates.” Get curious … • What is John pre-supposing about George? • How does George feel? John: “As we’ll be working together, George, do you think we might start by understanding each other’s operations.” 8 Transform the Planet
- 43. What is the assumption here? 9 Transform the Planet
- 44. What is the assumption here? Ann: “Mike, the next time we are on a project together you must keep me informed of all problems.” 9 Transform the Planet
- 45. What is the assumption here? Ann: “Mike, the next time we are on a project together you must keep me informed of all problems.” 9 Transform the Planet
- 46. What is the assumption here? Ann: “Mike, the next time we are on a project together you must keep me informed of all problems.” Get curious … 9 Transform the Planet
- 47. What is the assumption here? Ann: “Mike, the next time we are on a project together you must keep me informed of all problems.” Get curious … • What is Ann’s representation of working with Mike 9 Transform the Planet
- 48. What is the assumption here? Ann: “Mike, the next time we are on a project together you must keep me informed of all problems.” Get curious … • What is Ann’s representation of working with Mike • What’s she focussing on? 9 Transform the Planet
- 49. What is the assumption here? Ann: “Mike, the next time we are on a project together you must keep me informed of all problems.” Get curious … • What is Ann’s representation of working with Mike • What’s she focussing on? • Is there a better way? 9 Transform the Planet
- 50. What is the assumption here? Ann: “Mike, the next time we are on a project together you must keep me informed of all problems.” Get curious … • What is Ann’s representation of working with Mike • What’s she focussing on? • Is there a better way? 9 Transform the Planet
- 51. What is the assumption here? Ann: “Mike, the next time we are on a project together you must keep me informed of all problems.” Get curious … • What is Ann’s representation of working with Mike • What’s she focussing on? • Is there a better way? Ann: “I would like to debrief this project. Mike, I feel that we could both improve our communication, what do you think?” 9 Transform the Planet
- 52. 3 Word Bombs To Avoid
- 53. 3 Word Bombs To Avoid • Can’t
- 54. 3 Word Bombs To Avoid • Can’t • But
- 55. 3 Word Bombs To Avoid • Can’t • But • Try
- 56. Language in As & Bs
- 57. Language in As & Bs 1) A = B
- 58. Language in As & Bs 1) A = B If I can’t see the curve, that means the world is flat.
- 59. Language in As & Bs 1) A = B If I can’t see the curve, that means the world is flat.
- 60. Language in As & Bs 1) A = B If I can’t see the curve, that means the world is flat. 2) A .................B
- 61. Language in As & Bs 1) A = B If I can’t see the curve, that means the world is flat. 2) A .................B If you visit Australia, then you will see a Koala Bear.
- 62. Language in As & Bs 1) A = B If I can’t see the curve, that means the world is flat. 2) A .................B If you visit Australia, then you will see a Koala Bear.
- 64. Approach In Steps 1) Find out what each word means in their mind.
- 65. Approach In Steps 1) Find out what each word means in their mind. 2) Use “how” questioning.
- 66. Approach In Steps 1) Find out what each word means in their mind. 2) Use “how” questioning. 3) Learn Quadrant Questions
- 67. Let’s Challenge Them! Transform the Planet
- 68. Let’s Challenge Them! Sue: “If the fulfilment department does not get it together we can’t improve the service we provide.” Transform the Planet
- 69. Let’s Challenge Them! Sue: “If the fulfilment department does not get it together we can’t improve the service we provide.” Transform the Planet
- 70. Let’s Challenge Them! Sue: “If the fulfilment department does not get it together we can’t improve the service we provide.” Ann: “It seems that accountants never understand the vision” Transform the Planet
- 71. Let’s Challenge Them! Sue: “If the fulfilment department does not get it together we can’t improve the service we provide.” Ann: “It seems that accountants never understand the vision” Transform the Planet
- 72. Let’s Challenge Them! Sue: “If the fulfilment department does not get it together we can’t improve the service we provide.” Ann: “It seems that accountants never understand the vision” Paul: “These people are short-sighted and we should do something about that.” Transform the Planet
- 73. Let’s Challenge Them! Sue: “If the fulfilment department does not get it together we can’t improve the service we provide.” Ann: “It seems that accountants never understand the vision” Paul: “These people are short-sighted and we should do something about that.” Transform the Planet
- 74. Let’s Challenge Them! Sue: “If the fulfilment department does not get it together we can’t improve the service we provide.” Ann: “It seems that accountants never understand the vision” Paul: “These people are short-sighted and we should do something about that.” James: “We need to achieve our targets by the end of the quarter or we’re in real trouble.” Transform the Planet
- 75. 4 Questions To Get To The Bottom of Everything
- 76. 4 Questions To Get To The Bottom of Everything AB -AB What would happen What wouldn’t if you did? happen if you did? A-B -A-B What would happen What wouldn’t if you didn’t? happen if you didn’t?
- 77. 4 Questions To Get To The Bottom of Everything AB -AB What would happen What wouldn’t if you did? happen if you did? A-B -A-B What would happen What wouldn’t if you didn’t? happen if you didn’t?
- 78. 4 Questions To Get To The Bottom of Everything AB -AB What would happen What wouldn’t if you did? happen if you did? A-B -A-B What would happen What wouldn’t if you didn’t? happen if you didn’t?
- 79. 4 Questions To Get To The Bottom of Everything AB -AB What would happen What wouldn’t if you did? happen if you did? A-B -A-B What would happen What wouldn’t if you didn’t? happen if you didn’t?
- 80. Let’s Challenge Them! Transform the Planet
- 81. Let’s Challenge Them! “If the fulfilment department does not get it together we can’t improve the service we provide.” Transform the Planet
- 82. Let’s Challenge Them! “If the fulfilment department does not get it together we can’t improve the service we provide.” Transform the Planet
- 83. Let’s Challenge Them! “If the fulfilment department does not get it together we can’t improve the service we provide.” “It seems that accountants never understand the vision” Transform the Planet
- 84. Let’s Challenge Them! “If the fulfilment department does not get it together we can’t improve the service we provide.” “It seems that accountants never understand the vision” Transform the Planet
- 85. Let’s Challenge Them! “If the fulfilment department does not get it together we can’t improve the service we provide.” “It seems that accountants never understand the vision” “These people are short-sighted and we should do something about that.” Transform the Planet
- 86. Let’s Challenge Them! “If the fulfilment department does not get it together we can’t improve the service we provide.” “It seems that accountants never understand the vision” “These people are short-sighted and we should do something about that.” Transform the Planet
- 87. Let’s Challenge Them! “If the fulfilment department does not get it together we can’t improve the service we provide.” “It seems that accountants never understand the vision” “These people are short-sighted and we should do something about that.” “We need to achieve our targets by the end of the quarter or we’re in real trouble.” Transform the Planet
- 88. Persuasion
- 89. Persuasion • To the optimist, the glass is half full.
- 90. Persuasion • To the optimist, the glass is half full. • To the pessimist, the glass is half empty.
- 91. Persuasion • To the optimist, the glass is half full. • To the pessimist, the glass is half empty. • To the engineer, the glass is twice as big as it needs to be.
- 92. Persuasion • To the optimist, the glass is half full. • To the pessimist, the glass is half empty. • To the engineer, the glass is twice as big as it needs to be. • To the marketer, the glass is a new special beverage container solution to your drink related problems
- 93. Persuasion • To the optimist, the glass is half full. • To the pessimist, the glass is half empty. • To the engineer, the glass is twice as big as it needs to be. • To the marketer, the glass is a new special beverage container solution to your drink related problems • The Persuasion Artist would drink and then talk you in to buying them another
- 94. The Hidden Power of Language Sarah Merron Director, Fire Dragon Coaching Limited 17th October 2012
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