Quantum Executive Development: Exploring the Top 3 from QED 2012

Friday, 10 August 2012

Exploring the Top 3 from QED 2012

Having reviewed the top 10 ideas to come out of the July 2012 QED event, here is a little more around the top 3.

1. Clients can feel a psychological connectedness to their healthcare professional if there is an exceptional level of trust and rapport. One way in which this can be generated and then maintained is by pacing the clients experience. Eye accessing signals (up-visual, lateral - auditory and down for internal feelings/dialogue) will assist the professional communicator to vary their language in response to their clients internal processing. Having asked the question "have you considered the benefits of hearing instruments?" the accessing should guide the response: up - how does that appear, or how does that look to you, or can you imagine what that may be like? lateral - how would that sound, or what would you expect to hear? down - how does that make you feel or what's going on for you right now?

2. Clients bury their deep rooted concerns and apprehensions below surface level, generalised statements. Therefore in order to retrieve the deleted and distorted detail a healthcare professional needs to be tenacious at using questions from the Meta Model to get to the root of the problem or the beliefs and values level of the iceberg. This is important in understanding what's stopping the other person from making progress.

3. By recognising that every aspect of the current experience is being received by the unconscious mind and that all except 5-9 things can be consciously processed we can deliver guidance in a way that the other person does not pay conscious attention to it. Tonality will help mark out certain key words to give them more meaning, whereas inadvertant marking will draw attention to things that we would rather the other person ignores. Remember, the brain is an instrument that likes to receive commands therefore when commands are present its easier for the subconscious mind to follow: Let me carry your coffee for you as you follow me through to hear and give me your coat.

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2012 Top 10

1. Use Eye Accessing to Pace Experience
2. Use deep (meta model) questions to get to the root of the problem
3. Use Tonality and Ambiguity to guide thinking
4. Create concern using emotive trigger words
5. Use 'Tags' to get agreement towards next step
6. Use mirroring and modelling to assist rapport
7. TOTE - If what your'e doing isn't working then do something else
8. Use language to enhance the practical aspects of the consultation
9. Give instructions in three's, come in, sit down and relax
10. Use artfully vague language (milton model) in away that allows the client to make sense of it in their situation

QED Top 10 Ideas

Manage Own & Clients States
Be an ever changing dispenser – the Chameleon
Mirroring and matching
Ambiquity – hide what you want to say, and say it many times
Language reflection – understand how the client sees the world and use THEIR language
Emotional draw out - want must become need in the client’s eyes
Be more empathic
Key words and phrases
Understanding the emphasis the client puts on words in any given phrase and working to it. E.g. mainly, always etc
Active listening Listen!! Listen!! And listen again