Established, since 1997, leading UK based training provider.
Celebrating 25 years in business! CPD Member - The CPD Certification Service ilm Recognised Provider

How to Motivate Someone to Change

How to Motivate Someone to Change

How to Motivate Someone to Change

To motivate people to change, use the Pleasure / Pain Questioning Technique (PPQT).

In order to motivate change in someone, ask these two questions and try to get multiple answers to each. The more answers to each question you can get, the better this technique will work to persuade others to change.

  1. What are the LONG-TERM painful consequences you will suffer if you don't change (ie keep doing it)?
  2. What are the LONG-TERM pleasurable benefits you will enjoy if you do change?

Ask these questions, in the order given, (PAIN then PLEASURE) and get as many answers as you can for both questions.

Here are some examples of how you might use this technique:

Imagine you want someone to stop over-spending.

What are the LONG-TERM painful consequences you will suffer if you keep spending more money than you earn?

What are the LONG-TERM pleasurable benefits you will enjoy if you spent slightly LESS than you earned, and invested a little, every month?

Imagine you want someone to stop over-eating.

What are the LONG-TERM painful consequences you will suffer if you keep overeating; consuming more calories than you need?

What are the LONG-TERM pleasurable benefits you would enjoy if you controlled your intake, so you were consuming slightly fewer calories than you need?

Imagine you want someone to stop talking too harshly.

What are the LONG-TERM painful consequences you will suffer if you keep talking to people so harshly that they don't want to work with you?

What are the LONG-TERM pleasurable benefits you would enjoy if you moderated your communication style, softened your approach, so that people would be very happy to work with you?

The pleasure pain principle.

The important thing to remember about people, is they tend to avoid pain and move towards pleasure.

So, you need to associate PAIN with not changing, and associate PLEASURE with making the change.

But you cannot tell them, you must ASK them.

  • If you TELL them, they will fight you.
  • If you ASK them the right questions, they will persuade themselves.

The moral of the story is: Learn and apply the Pleasure Pain Questioning Technique.

About the Author: Chris Farmer

Chris

Chris Farmer is the founder of the Corporate Coach Group and has many years' experience in training leaders and managers, in both the public and private sectors, to achieve their organisational goals, especially during tough economic times. He is also well aware of the disciplines and problems associated with running a business.

Over the years, Chris has designed and delivered thousands of training programmes and has coached and motivated many management teams, groups and individuals. His training programmes are both structured and clear, designed to help delegates organise their thinking and, wherever necessary, to improve their techniques and skills.

Blogs by Email

Do you want to receive an email whenever we post a new blog? The blogs contain article 5-10 minutes long - ideal for reading during your coffee break!

Further Reading in Motivation

  • How to Inspire People
    Learn how to inspire people using positive motivation. Explore the differences between fear, anger, and desire as motivators, and discover how to lead effectively with desire to build lasting, productive relationships.
    Read Article >
  • How to Deal With a Manager Who Loves Pointing Out Your Mistakes
    It is a fact that nobody likes to be criticised. But some managers seem to criticise the small percentage of errors people make, without recognising that the majority of work is done well. This leads to employee demotivation.
    Read Article >
  • How to Motivate Myself and Others
    All leaders need to develop the skill of motivation. Motivation is a specific emotion. All emotions are a product of thought, because whatever you think about causes an emotion. To be positive you need to think positively.
    Read Article >
  • How to Motivate Someone to Change
    Many people dislike change and will do anything to avoid it. Motivating someone to change can be difficult, but the Pleasure/Plain Questioning Technique is a brilliant way to help motivate people to change. It's all about asking the right questions!
    Read Article >
  • How to Overcome the Fear of Failure
    We all experience fear at some time in our lives. Some fears are necessary for our survival, but fear of failure can hold us back from achieving our full potential. Learning how to overcome this fear is key to your success.
    Read Article >

Looking for Leadership and Management Training?

If you're looking to develop your Motivation Skills, you may find this Leadership and Management Training Course beneficial:

Open Training Course Pricing and Availability

14 - 15 July
Preston
£900 +VAT
Course Full
23 - 24 July
London - Central
£900 +VAT
28 - 29 July
Manchester City
£900 +VAT
20 - 21 August
London - Central
£900 +VAT
More dates and locations available
Save £100 on this course

Next Open Course Starts in 12 days, London - Central, places available Book Now >