Key Coaching Skills Series: The JOLT Technique

There are coaching schools that teach you to become a coach that knows WHAT to do to become more fullfilled and successful.

However, the biggest problem with new coaches that are trying to build a coaching practice (especially the ones that I meet in my coaches training) is getting clients MOTIVATED to take action.

My 'Motivation Magic Bullet' is called the “JOLT” Technique.

The steps:

1. "me too":

You have to have rapport before you go in and "jolt" your client.

YOU WANT TO LISTEN a lot during this section.nn...Then, compliment them.

You might say, “Sally, I commend you for your honesty because most people aren’t honest about their problems. What has allowed you to be so honest about this?”

I did three little steps in that compliment:

First, I stated what I appreciated, her honesty.

Second, I used the word "BECAUSE", it's an internal trigger that makes them listen and believe what you are saying. Then I justified why I was complimenting her.

Third, I asked her a question, which shows a level of INTEREST.

This gets you a deep level of rapport, (a "me too" with your client).

2. HONESTY:

Tell them whatever it is that is on your mind. Use the exact words that go through your head. Don’t edit.

Say something like, “Your life’s a MESS. You’re being a JERK to your family. Beyond that, you’re being LAZY.”

You’re going to say things that people DON'T WANT TO HEAR.

You’re breaking repore in this section, and that’s part of the “jolt”. You’re starting to jar them from their habitual pattern.

DON’T soften it or edit it, DON’T make it friendlier. Most coaching schools would have you do that, which would kill the “jolt”.

Sally will start to think, “What the heck is this? I better listen up.”

3. PAIN & PLEASURE:

Next, help them associate massive PAIN to not changing, and massive PLEASURE to changing.

Ask questions like, “How does it feel that things are going badly with your family? How does it feel that you are broke?”

Then give them the PLEASURE.

You could say, “If you change this, how would you feel? Would you feel more proud? Would you feel more confident?”

They are going to start to associate PAIN to not changing and PLEASURE to changing. Now you are someone with coaching skills that provides real motivation!

4. Commit to an ACTION.

Many coaching schools WILL teach coaches to get their clients to commit to one action that they’ll take as soon as possible. This last step in the “jolt” technique is a key coaching skill.

Let's review this “jolt” technique one more time:

The first step (the repore step): "me too"

The second step: HONESTY and the “JOLT”

The third step: PAIN and PLEASURE

Fourth: ACTION

This is a simple formula that we teach in our coaches training, but the good news is that as coaching skills go, it's a simple one.

I hope you learned something valuable, but I also know that people learn visually. To help even more, I have created a video about this technique @ coachestrainingblog.com. On this site, free videos will also help you to explode your coaching business fast. – Go here: http://www.coachestrainingblog.com.