The idea is to guide your customer to meet a goal. For that to happen NLP needs to know what the customer needs to know. The NLP Coaching technique was created to help those businesses achieve their goals. The customer is the main point of the game for successful customer and NLP should work to help them come across that point.
It sounds very much like the “How to Win Friends and Influence People” handbook by Dale Carnegie. But there is a big difference here. It’s not the goal but the process and the tool that drives results.
Here’s an example of how it works with the “Why People Are” handbook:
Imagine you come across a group of people. If you want to get a job offer from them, you’re going to need to take this group out to dinner with those potential employers. That’s the “How” part. You decide to introduce yourself to a group of potential employers and invite them to dinner later that night. It’s the “Why” part of the process.
What does a NLP coaching process look like for the “How to Win Friends and Influence People?” handbook?
Imagine that you are looking for new clients. You’re in an industry with a high turnover rate. If your new clients seem a bit off, you would rather know what exactly makes these people tick. A way to do that is to go out and talk to a group of people. One way to do that is to go on a date to dinner. Another way is to have their friend introduce you to them. But there is no “Why” of the game for your clients. You have to figure that out on your own. You go to your potential clients and give them your story of how you became a client of theirs. This is the “Why” part. You know about them, why they’d be a good idea for you, and you talk about how you get along with them. What does this “Why” have to do with “How to Win Friends and Influence People?” handbook? It’s the process part of it. That’s why you need to coach them on how to tell that story to the right people.
Does a coach need to be there to mentor? No! All the training and the practice is done by the client.
What’s Your Goal?
Is the customer ready to take that next step now that they have met with a coach? Should they? If so your answer
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