The tool used consistently by the world’s best coaches when approaching any scenario are questions. Not just any questions but powerful, creative, and well-crafted questions delivered at the right time, in the right way, to the right person.
Questions are at the very core of all coaching tools and strategies. Questions are the essence of coaching. Coaches draw their power from questions and questions are where the magic of coaching originates. Questions are where great opportunities are born, new ideas are ignited, self-imposed limitations are exposed, and vast possibilities are discovered.
Paradoxically, questions can very quickly become the prime source of devastation, damage, and disappointment for the manager who misuses or abuses them. Oddly enough, questions can put people on the defensive, make them wrong, come across as accusatory, and keep people drowning in the problem rather than maintaining their focus on the solution. Any of the many barriers to effective coaching or the coaching mistakes I discuss in my book, Coaching Salespeople into Sales Champions will prevent you from using these questions in a way that will achieve the positive impact you’re hoping for. The flagrant abuse and misuse of questions can easily create the negative outcome you were trying to avoid.
The use of questions plays a critical role throughout the entire coaching process, during every coaching session, and also throughout daily conversations between you and your staff, as well as with your customers.
Whether it’s during a coaching session, an enrollment conversation, or to defuse a potentially volatile issue, you will find questions that will enable you to create the breakthroughs you’re looking for in any conversation and allow you to get to the real truth behind every issue.
Photo Credit: Brian (Ziggy) Liloia