This is an excerpt from the 'Coaching at Work' training materials from Trainer Bubble. You can view the complete course materials at our website - Trainer Bubble.
- Related Videos
- Related Articles
- Related Q&A
Questioning is the critical component of all coaching, it is the principle that coaching is based upon and all good coaches realise that the key to unlocking an individuals potential is through a good use of questions.
In its simplest form coaching could exist on the following three questions:
What worked well?
What didn’t work so well?
What will you do differently next time?
In any given developmental scenario, these questions can be used as a fail-safe approach to questioning. The output responses are what will drive an individual on to better performance.
This process is extremely simple and will work in most impromptu coaching scenarios. We have a tendency to overcomplicate processes in business and this for me really demonstrates that often the simplest methods are those that work best. Of course there are times when your coaching will need to be more specific and focused on the individuals needs.
When coaching to develop people it is usually best to avoid starting a question with ‘why?’ The reason for this is that by using ‘why’ we are establishing something as fact. For instance; when I ask a question like, ‘Why do you think you are not good at selling?’ we are subconsciously telling that person that the idea of them not being able to sell is already established. This of course, will undermine their confidence in this area and will ensure that our work to help them meet an objective to start selling is going to be made all the harder.
An example of what you could say instead of ‘Why do you think you are not good at selling?’ might be, ‘What is it about selling that you find difficult?’ This could then easily be followed up by a positive question of, ‘When have you been successful at selling?’ This is positive re-enforcement and will help the coachee establish the positive elements of their experience.
You may feel that this approach is not as direct. However, you should consider what it is you are trying to achieve. If you want to let someone know that they are no good at something, sure, go for the direct approach, but if you want to develop them, use effective questions.
By using questions and encouraging the individual to come up with their own answers, we are instilling a strong sense of ownership. If we as coach provide the answers, then the coachee has no reason to take action as they might not see the value. If a coachee does not complete an action they set themselves then the responsibility for failure is theirs.
Of course, the flipside of this is that success for the coachee is so much sweeter when they realise that the positive result is down to them.
The Art of Allowing is not Disallowing, Five Easy Steps
By: Myril C Shaw | 07/01/2009Allowing your desires to manifest is not hard, but it requires a new focus. We work hard at everything and we work hard at disallowing. It requires fewer muscles to smile than to frown, and it requires much less energy to allow than to disallow. Five steps make allowing easy.
Pink Tees, Geese & Popsicle Sticks
By: Jan Bolick | 06/01/2009If you are ready to find a coach to support your efforts and accelerate your results, so that you can “feel the exhilaration of victory”, here are some helpful tips for finding the right coach for you.
Know That You are Blessed
By: Joan Marie Whelan | 05/01/2009"You'll be blessed, you'll have the best, I promise you that..." sings Elton John (in his hit song, Blessed.) The truth is that God made a promise long before you were even created that you would be blessed by His wondrous love. That is the miracle of life; and rediscovering the hope that has been given to you even before the time of your conception.
Imagination: the Powerful Tool in Creating Greatness in Your Life
By: Joan Marie Whelan | 05/01/2009Were you aware that you have the power inside you to create positivity and prosperity? You do. When you use your imagination to view challenges as opportunities, you begin to re-pattern your thoughts and your mindset into a more powerful one that steers the positive flow of Universal energy into your heart and into your soul being.
Create Healthy and Wealthy Lives With Intuition and Determination
By: Joan Marie Whelan | 05/01/2009As I was rummaging through my latest emails, I came across an inspirational quote, "A matter of success is often not a matter of talent but a matter of tenacity." Let's think about that sentence for a few minutes...how very true this is. In reality, we can achieve and manifest health and wealth prosperity by applying this simple sentence towards much of what we think and do.
The Power & Benefits of Free Thinking - Part 4 and Final
By: Andre Zizi | 05/01/2009In philosophy, when someone make some kind of statement, is called proposition. {Note: A proposition is a statement which is either true or false. The proposition gives the meaning of the statement, not the precise arrangement of words used to convey that meaning. Elephant are bigger than cats, cats are smaller than elephants. Different proposition, same meaning. This is by no means limited in its explanation. See relevant literature about it which is voluminous and fascinating. }
The Power & Benefits of Free Thinking - Part 3
By: Andre Zizi | 05/01/2009It is up to you to decide in what situation logic can be employed. Some argument may seem ridiculous and pointless, for they don’t go as far, as only saying , yes and no, or because it’s just is. If you may never come across Monty Python Sketch, a set of statements trying to establish a definite proposition. I quote: A reception desk in a sort of office building.
The Power & Benefits of Free Thinking Part 2
By: Andre Zizi | 05/01/2009You are free to the extent that you are in command of reversing symptoms of pain, by experimenting that sitting still in moment of pain, observing, in state of composed calm, and the belief that the pain is not longer present becomes real.
Why Conflict Can be Difficult to Resolve
By: Andrew Wood | 18/03/2008 | NegotiationThe main reason that conflicts are so difficult to resolve is that they are predominantly influenced by emotions. When emotions like anger and resentment are felt it is often difficult for people to behave rationally. The likelihood of the person understanding the others point of view diminishes as their own strong emotions take over.
What Makes a Great Trainer?
By: Andrew Wood | 29/02/2008 | TrainingI recently overheard a conversation between a trainer and one of their participants, who was asking how the trainer had got into the role. I was a little shocked when the participant said, “It just surprises me a little as you’re not particularly dynamic are you?” Putting aside that individual’s perception of the trainer, the comment begged the question, ‘What makes a great trainer?’
Brain Training Games? Stick to the Real Thing..
By: Andrew Wood | 23/01/2008 | TrainingBefore you rush out to buy that new Nintendo DS in order to develop your brainpower and increase your thinking age, you might want to consider whether the brain training games live up to the hype.
The Manager as Coach
By: Andrew Wood | 22/01/2008 | LeadershipIn my role as consultant, I am often asked whether all good managers are effective coaches and if so, does this lead to the opposite being true.
Is Learning and Development Finally Coming Home?
By: Andrew Wood | 10/01/2008 | TrainingRecent developments in America suggest that learning and development could be resurrected from the dark, dusty recesses of human resources into a bright new future.
Self-management - Living in the Gap
By: Andrew Wood | 11/12/2007 | Self HelpWe are consistently making decisions based on values. When they are challenged or we perceive them to be in danger, our emotions will step to their defence and this can sometimes make us become seemingly irrational, particularly in the eyes of others, who may not appreciate or even understand our value system.
Handling Allegations of Bullying and Harassment
By: Andrew Wood | 01/11/2007 | Human ResourcesHarassment and bullying behaviour in the workplace is unpleasant and offensive. It can affect an individual’s professional performance and psychological welfare, and can be so destructive that the effects continue after work, devastating personal lives as well as careers. It can often be difficult for a leader within an organisation to know exactly what to do when allegations arise.
Develop your Sales by Building Trust
By: Andrew Wood | 24/10/2007 | SalesSuccessful salespeople have a knack for making people feel important. They understand the value of building trust and rapport early on in the selling process. It really doesn't matter how knowledgeable you are about your product line or how many closing techniques you have mastered, unless you earn your prospect's trust and confidence you are not going to make the sale.