Having a good relationship and trust will be of no value if the coachee doesn’t change some behaviors. Tapping into some basic psychological principles can help coaches move those they coach to new behaviors. In this video you are introduced to three ways to make that happen.
- Sometimes it's not what you say but how you say it…that makes the difference between yes and no.…This is where knowing how to use…the principles of consistency and scarcity are so important.…The principle of consistency…describes the internal psychological pressure…and external social pressure we feel…to be consistent in what we say and do.…Good questions engage this principle…in an easy, natural way.…Consider this for just a moment.…Have you ever given your word to a friend…but been unable to follow through?…Sure you have, we all have.…
And how did you feel?…If you're like most people I work with,…you're probably thinking of words like awful,…guilty, or terrible to describe how you felt.…Nobody wants to feel awful, guilty, or terrible…so avoiding that pain is what drives us to keep our word.…Now here's the key when it comes…to using the principle of consistency.…Telling someone what to do does not engage the psychology.…However, when you ask and they commit to you,…then you've engaged the psychology…and many studies show people will be more likely…
- Recognize the similarities between business coaching and sports coaching.
- List the differences between pacing and mirroring.
- Identify which element of trust involves rapport.
- Recall how social proof can enhance feelings of trust toward the coach.
- Explain the principle of scarcity.