1. NLP Business Coaching SeriesMotivational Language SkillsIntroduction toNLP Meta Programmes

2. +How to motivate othersSome people are naturally good at motivating others however, for most of us this is avital leadership skill that we learn.Often in business people get promoted to leadership positions because they are fantasticat the specific job they do. They get put in charge of a team and are sent off to leadothers without any training in leading and motivating people.They become frustrated when they cant get others to become motivated in the sameway as they do, and often you will hear them say that the people they lead are just notmotivated!Well guess what!! People have their own ways of motivating themselves and, it is the jobof a leader to learn these different ways. The way you do this is by listening carefully towhat people say as they will tell you what motivates them. 3. +Inside World and Outside WorldWe live in two worlds. Our inside world, the world inside our head where weimagine how things are going be, complete with our own running commentary(this is before things happen!!).And our outside world, the place where we actually do (some!) of the things arewe thinking about doing.The only way you can know what is going on in someone inside world is by thelistening carefully to the language they are using. 4. +Meta Programmes the Key toMotivating OthersOne of the easiest ways to motivate others is to listen for, and match, what are called, MetaProgrammes. Meta programmes are language patterns that people use when they are speakingabout doing things. They are the way we use words to drive our motivation.These act as filters for the way we process information in our internal world, and shape ourlanguage, behaviour and motivation in the outside world.Meta programmes were identified in the 1970s by Leslie Cameron Bandler (who was marriedto the co-founder of NLP Richard Bandler), and are build on the work from Noam Chomsky onhow mental filters and linguistic patterns are connected.In this presentation we only cover six meta programmes (there are many more!)Everything that is happening in your inside world is reflected in the language you use. Whenyou listen, literally, to what people say, you will hear how they think and feel about situations. 5. +About Meta ProgrammesMeta programmes are best thought of as a continuum or scale with the examples givenhere at either end of the scale.Each end of the scale is the extreme example and the centre neutral. Most people willbe somewhere along that scale.It used to be though that meta programmes were always hardwired into the brain,however, we now know that they can be context driven and may change depending oncircumstances, experience, maturity and learning.You may have noticed that the names on the Meta Programme Scale on the next slidemay be similar to those used in some Psychometric Testing.Psychometric testing is a very useful way of understanding others, but there can be adanger that people become labeled as a specific behavioural type.Identifying the meta programmes someone is using is giving you information about howthat person is motivating themselves now, not at the time they did the psychometrictest. 6. +The Meta Programme Scale5 4 3 2 1 0 1 2 3 4 5Towards AwayProactive ReactiveInternal ExternalPeople ProcessSame DifferentGeneral SpecificFive is at the extreme of each Meta Programme and zero is neither one or the other.Most people will be somewhere on the scale of 1 to 5 towards one side or the other. 7. +Identifying Meta ProgrammesThis presentation can only give you an introduction to listening for and matching metaprogrammes.Most people will motivate themselves by running more than one meta programme andthe following explanations will give you a starting point about what to language andwords to listen out for and how to match this.Becoming an expert communicator is achieved by life long learning. This meansattending training courses, on-line education and master-classes, watching videos andreading books.Along with my Enhancing Communication for Business Leaders e-book series on Amazon,some of the expert authors on Meta Programmes that I highly recommend are WyattWoodsmall, L Michael Hall and Bob Bodenhamer, Roger Bailey and Shelly Rose Charvet. 8. +Towards AwayThe difference between towards and away is (at the extreme end of the scale):The people who move towards goals are motivated by the pleasure they experience whenthey achieve something. They talk about goals, targets, rewards they will get and what theywill achieve.They are motivated by rewards, money, bonuses and incentives.The people who move away from are motivated by the pain that that could happen shouldthey not achieve something. They will talk about everything that they dont want to happen.Even when you ask what they want they will tell you what they dont want.They are motivated by being reminded of what could happen if dont achieve something 9. +Proactive ReactiveThe difference between proactive and reactive is (at the extreme end of the scale):The people who are proactive move first and think later! They dont need lots ofinformation. They get on with something and think about the consequences laterThey are motivated by being told go for it do itThe people who are reactive are incapable of getting something done until they have all theright amount of information they need.They are motivated by being given or being directed to where they can find the information they needto get started.15% - 20% of people are proactive15% - 20% of people are reactive60% - 70% of people are equally proactive and reactiveJames and Woodsmall (1988) 10. +Internal ExternalThe difference between internal an external is (at the extreme end of the scale):The people that are internal know inside themselves how they are doing. They will referto I they dont need anyone to validate them.They are motivated by being asked how they would do something.The people that are external have no internal reference and need other people tovalidate if what they are doing is right. They need others to tell them how they are doing.They will talk about the team, their manager, their clients etc say.They are motivated by feedback and being told how they are doing, and in extreme cases beinggive a to do list. 11. +People ProcessThe difference between people and process is (at the extreme end of the scale):People people talk about the effects and impact of doing something will have onothers. They will talk about how people will feel and the impact that anything they dowill have on the people involved.They are motivated by being told how things will impact on others.Process people tend to talk about everything except the people who do the work. Theyquote figures, statistics, numbers and talk as if it is the machines, systems and processesthat are achieving results not the people.They are motivated by being given facts, figures, results and statistics 12. +Same DifferentThe difference between same and different is (at the extreme end of the scale):The people who are same need structure, familiarity and to know what they are doing.They can often be in the same job for many years and can feel very uncomfortable withchange.They are motivated by being given examples of how something new they are being asked to do, isthe same as (or similar) to something they already know how to do.The people that are different need constant new challenges and projects. They canchange jobs frequently and get bored easily.They are motivated by asked to do something new, different, exciting, innovative.5% - 10% use sameness55%- 65% use sameness with exceptions20%-25% use difference with same5%-10% use differenceJames and Woodsmall (1988) 13. +General SpecificThe difference between general and specific is (at the extreme end of the scale):The people who are general see the big picture and will speak in a very general way.They give no details and if not challenged to give examples or evidence importantinformation can be missed.They are motivated by being given key points of what is required of them.The people who are specific are highly detailed and will give lots of information. Theycan overload people and the point of what they are saying can be missedThey are motivated by being given lots of details of what they are required to do15% of people operate from specific25% of people operate from specific with some general60% people operate from generalJames and Woodsmall (1988) 14. +RoundupI trust that you have found this introduction useful in understanding all thedifferent ways that people can motivate themselvesAs I mentioned at the beginning of this presentation meta programmes can becontext driven and people may change how they motivate themselves dependingon circumstances.When you master matching the different meta programmes that people use, youwill be able to motivate and inspire just about everyone you come in contact with.To find out more about the range of training and coaching services I provide feelfree to contact meI look forward to hearing from youFiona 15. +Fiona Campbell is an Executive Coachand Licensed NLP Business Coachtrainer for the Society of NLP.To find out how Fiona can help you oryour businessCheck out her LinkedIn Profile