Asking Great Questions
Great coaches ask great questions because quality questions help to generate quality answers. Questions provide a framework within which to develop a dialogue with clients. They help to structure the dialogue, focus the client and their thoughts, punctuate the dialogue and signal the type of information the coach is seeking.
How questions create value
Questions help coaches in at least seven specific ways as they:
- Create clarity: “Can you explain in more detail about this situation?”
- Help build client rapport: Instead of “Did you make your sales goal?” ask, “How have sales been going?”
- Help clients to think analytically and critically: “What are the consequences of going down this route?”
- Inspire clients to reflect and see things in fresh, unpredictable ways: “Why did this work?”
- Encourage breakthrough thinking: “How else can that be done?”
- Challenge assumptions: “What do you think you will lose if you start sharing responsibility for the implementation process?”
- Create ownership of solutions: “Based on your experience, what do you suggest you do here?”
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