LAB Profiling
Taken from NLP’s Meta Model, ‘Language and Behaviour profiling’ or LAB profiling for short, is a series of questions designed to elicit peoples motivational patterns and behaviours from the language they use. Once you know a series of simple questions, you can then put them into casual conversation. The secret to LAB profiling is listening to HOW people answer the questions as much as WHAT they talk about. Once you know the words that can influence and motivate a person you can use these in your NLP/Coaching session with them to encourage them to achieve their goals.
The following example questions are designed for clients discussing their career and can be changed for different goals.
Motivational Traits: How to trigger motivation and the language to use to capture people’s interest.
Proactive/Reactive - no question for this level
Proactive Action, Do-It, Why Wait? - Short Crisp sentences
Reactive Try, Think About It, Could Wait, Should do
Q1. Criteria – “What do you want to more of in your Job?”
If given more the one criteria ask which criteria they find most important – you can use the parts integrated exercise to help with this.
Q2. Direction – “why is that Criteria Important” ask 3 times
Towards Attain, Gain, Achieve, Get, include, Goal
Away Avoid, Exclude, Recognise Problems, away from
Q3. Source – “How do you know when you will have done a good job?”
Internal Knows within self, I feel it, I just know
External Told by others, Can see it on people’s faces, Facts and figures to prove it
Q4. Reason - “Why did you choose (your current role)”
Options Criteria, choice, possibilities, variety
Procedures Story, how, necessary, didn’t choose
Q5. Decision Factors – “what is the relationship between this job and your last job”
Sameness Sameness, No change
Sameness with exception More, better, comparisons
Difference Change, new, unique
Sameness with exception and difference new and comparisons
Working Traits: How people deal with information and how to maintain motivation.
Scope – no questions for this level
Specific details, sequences, exactly
General overview, big picture, random order
Attention Direction – no questions for this level
Self short monotone responses – no emotions
Other animated, expressive, automatic responsive, respond to body language
Q1. Stress Responsive – “tell me about a work situation that gave you trouble”
Feeling goes in and stays in feelings
Choice goes in and out of feelings
Thinking doesn’t go in feelings
Q2. Style – “tell me about a work situation that was criteria”
“What did you like about it?”
Independent I, alone, sole responsibility
Proximity In control, others around, in charge
Co-operative we, team, share responsibility
Organisation – use answers from above question
Person people, feelings, reactions, people’s names, will feel good
Things tools, task, ideas, objects, goal, get the job done
Q3. Rule structure – “what is a good way to increase your success at work?” and “what is a good way for someone else to increase their success at work”
My/my my rules for me/my rules for you – what you would do if you were him…
My/. My rules for me/who cares - you’re sure about this and it doesn’t matter for others
No/My no rules for me/my rules for you – now that you have been informed about what’s expected, you can pass that along
My/Your my rules for me/your rules for you – you know what to do and you want to leave it to others to decide for themselves
Q4a. Convincer – “how do you know when someone else is good at their work?”
See look, show, perspective, image, clear, light up
Hear talk, listen, wonder, say, question
Read read reports, needed it on paper
Do touch, feel, grasp, solid, sensitive, test it out
Q4b. “How many times do you have to (see, hear, read, do) that to be convinced they are good?
Number of examples use the number they give you
Automatic you can assume, benefit of the doubt, decide fast, right now
Consistent try it, each time, every time
Period of time match period of time
Sunday 6 June 2010
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