Одним из самых страшных снов коуча-новичка является момент, кода его клиент произносит в сессии слова «я не знаю». Услышав их, коуч теряется и в результате выпадает из коуч-позиции.

Я хочу поделиться с вами своим алгоритмом работы с клиентским «не знаю».

Шаг 1.

Наверное, этот шаг самый сложный для коуча. Но услышав клиентское «не знаю», надо просто сделать паузу и дать клиенту подумать.

При этом подальше гоните от себя мысли о своей некомпетентности и неполноценности как коуча из-за того, что не можете здесь и сейчас помочь своему клиенту. Помните, что ответственность за результат лежит на нем, а не на вас. Вы отвечаете за то, чтобы быть в ресурсе и помочь вернуться в ресурс самому клиенту. Поэтому молчим и ждем некоторое время, чтобы дать клиенту подумать, но при этом готовимся задавать свои вопросы (о них ниже).

Как правило, спустя какое-то время клиент начинает говорить.

Шаг 2.

Если клиент молчит продолжительное время, то можно попросить его поделиться, о чем он думает в этот момент. И опираясь на его ответ, продолжить разговор.

Шаг 3.

Также можно постараться понять, что стоит за словами «я не знаю» клиента.

Ведь, согласитесь, произнести эти слова он может по абсолютно разным причинам:

  1. Потому что реально впал в ступор и нет идей
  2. Потому что знает, но почему-то говорить не хочет: стесняется, нет доверия к вам
  3. Хочет услышать ваше мнение/совет
  4. Слишком много вариантов приходит на ум и сложно выбрать что-то одно
  5. Страхи мешают признаться в чем-то себе
  6. И т.д.

Именно поэтому коуч может спросить клиента о том, что стоит за его словами «не знаю». Если клиент не поймет вопрос, коуч может объяснить, что из своей практики знает, что существует много причин для «не знаю» клиента, называет некоторые из вышеперечисленных и уточняет, о чем же именно «не знаю» клиента.

Шаг 4.

Данный шаг зависит от того, что стоит за клиентским «не знаю».

Если причины «не знаю» клиента лежат в пунктах 2-6 шага 3, то, думаю, с этим все ясно. Работаем, соответственно, со страхами, недоверием, сомнениями клиента, напоминаем о том, что коуч не дает советов и т.д.

Если имеет место ступор и реальное непонимание, что делать, то есть следующие варианты:

  1. Дача ресурса клиенту для работы с его «не знаю». Для этого
    • Спрашиваем о том, что клиент точно знает (это выведет его из негатива и ступора и направит внимание в конструктивное русло). Далее уточняем «И как человек, который столько знает о своей ситуации, что ты будешь делать со своим «не знаю»?»
    • Возвращаем его к его целям, задавая вопрос: «А если ты сейчас прояснишь этот момент, как это скажется на твоей жизни, твоем будущем, поведении/действиях?» и предлагая из картинки будущего посмотреть на ситуацию.
    • Уточняем, какого аспекта его ситуации касаются слова «не знаю» и что поможет клиенту узнать или каким будет его первый шаг, чтобы узнать.
  2. Работа с «не знаю» через эмоции клиента (помните о триединстве «мысли-чувства-поведение»?). Для этого попросите клиента поделиться, что он чувствует в данный момент, когда столкнулся со своим «не знаю». Поговорите об этом, спросите, что он хочет чувствовать вместо этого, какого состояния хочет достичь и как этого добиться.
  3. Использование вопросов «чистого языка» и работа с метафорами самого клиента. А значит спрашиваем, на что похоже «не знаю» клиента, какое оно, что о нем известно, где это «не знаю» находится, как оно туда попало и т.д.
  4. Работа с метафорами, предложенными коучем. Например, по инициативе коуча, клиент представляет свою линию жизни, себя на ней и свое «не знаю» в виде препятствия на этой линии. Коуч спрашивает его о том, что поможет ему перешагнуть через это препятствие. Также можно предложить ему представить себя в виде Вселенской библиотеки, где есть ответы на все вопросы, и попросить его с этой точки зрения посмотреть на свое «не знаю».
  5. Можно (и здесь важна смелость коуча) сказать: «И я не знаю и что будем делать?». Этот вопрос хорошо отрезвляет клиента (который понимает, что коуч не будет играть роль спасателя и что-то советовать) и напоминает ему о том, что это его жизнь и он отвечает за нее. Как правило, после этого вопроса сразу находится пара вариантов дальнейших действий.

Как видите, есть достаточно вариантов для работы с клиентским «не знаю»! Главное – верить в себя и клиента. И я уверена, у вас все получится!

© Спевак Лидия, 2017

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