One of the first things we teach in NLP is the concept of perceptual positions.
This idea is especially important when it comes to developing persuasive messages.
A good example to illustrate this is the drill.
When you buy a drill, you usually do so with the intention of making holes in a surface.
Unfortunately, the advertising message and the information on the box or the seller’s website are often focused on the drill itself rather than on the holes you actually want to make.
You’ll find all kinds of technical details — power, corded or cordless, battery type, torque (N·m), chuck type, and so on.
There’s plenty of information about the drill — but almost nothing about the holes it can make.
This is the result of developing a message from your own perceptual position instead of that of the client. It’s an egocentric approach.
Failing to put yourself in the other person’s shoes can completely break communication.
Some people, due to their life experiences, naturally know how to shift into perceptual positions other than their own.
If you carefully analyze certain websites offering services like coaching, consulting, or training, you’ll notice they often talk only about what *they* do or what *they* are capable of — but very little about the problems they solve or the benefits they bring to their clients.
The good news is that we can **gain flexibility** and learn to shift our perceptual position by practicing specific NLP exercises.
Happy NLP gymnastics!
