A problem cannot be solved at the level at which it presents itself - Robert Dilts
In other words, as a coach, all we need to do is listen hard, work out which level they are on, and then ask a question that they have to answer at a different level...
Select a level to see how a problem sounds when someone is stuck there, and questions that get them talking at that level.
Problems usually present in the bottom three levels: Environment, Behaviour, and Skills and Capabilities. Motivation, courage and solutions live in the top three: Beliefs and Values, Identity, and Purpose.
You do not climb the levels one at a time. If someone is stuck at Environment or Behaviour, use the questions from a higher level, such as Identity or Purpose, to lift their thinking.
Purpose
Their purpose in life, or their mission in the business. The vision they seek to achieve, or to lead their people to.
- Why did you take the job?
- What are you striving to achieve in your role?
- How far through your mission are you?
Identity
Who they are, or a doubt about their role in the problem. They may feel inadequate, or want to avoid the role they have been given.
- What type of manager are you trying to be?
- What is your reputation, and what do you want it to be?
- What qualities would a world class manager be using more of right now?
Beliefs and Values
What they believe: their values, their sense of right and wrong. They may say they don’t know what the right thing to do is.
- What is important to you about this situation?
- What’s the right thing to do?
- What principles are you using to guide you through this?
Skills and Capabilities
Their competence, or how they feel about their ability. They know what to do, but not how to do it.
- What do you need to learn to move forward?
- What do you feel you need to be more competent at?
- What quality do you have that should most be helping you here?
Behaviour
How they are acting or behaving. Lots of action words: what they have tried, and how it has not worked.
- What are you doing about the problem?
- What strategy are you using to solve it?
- What’s the very next action you are going to take?
Environment
Everything from the skin outwards. It sounds as if their surroundings are to blame.
- Where are you with this issue at the moment?
- What are you bogged down with?
- What’s stopping you from making progress?
If people reside predominantly in the bottom three levels, then boredom, habit and fear can rule the day. However, when people live (and communicate) more in the top three levels, then they are accessing more of their true potential and power.
When we are aligned, when our words and actions match our beliefs and values, when we are in fact in integrity, then we are being authentic leaders and we are at our greatest influence.
