Coaching Questioning Strategies

[Virtual Presenter] Good morning everyone. Today we are discussing how to create impactful coaching conversations by utilizing different types of questioning such as the Iceberg strategy. We will first discuss the importance of coaching discovery and how by focusing on skills and knowledge listening validating observations encouraging reflection and guiding reps to take ownership you can achieve effective conversations. We will then move on to discuss different types of questions that can be used in coaching. These types of questioning include clarifying reflective confirming motivation direct exploratory analytical and empowering. One of these questioning strategies is the Iceberg. This is a familiar strategy that is divided into three layers. The first layer is about establishing a common understanding which can be done by asking questions such as: “Can you describe the steps you considered when...?” or “Can you share more on what you recall from...?” The second layer encourages reflection and helps reps explore their actions evaluate their effectiveness and increase their self-awareness. Some questions for this layer include: “What led you to that conclusion?” and “How did that work out?” The third layer is all about helping reps identify ways to make a change. Questions in this layer include: “What actions can you take to impact this?” and “If you could do it differently what would you do differently?” Today we will discuss the importance of coaching discovery and how to use different types of questions such as the Iceberg questioning strategy for effective coaching conversations..

[Audio] Discovery coaching is a key ability for any coach aiming for success. To improve our reps' capabilities and understanding it is important to allocate less time for enquiry and instead spend more time listening. It is important to corroborate their points promote contemplation and aid them in pushing beyond their boundaries. The Iceberg questioning technique is a great tool to guide these conversations offering an outline for productive discussion that will enable our reps to take control of their expansion..

[Audio] Discussing the importance of coaching discovery this slide looks at a variety of questions used in coaching conversations that can help explore and understand the client's goal and/or needs. Representatives clarifying confirming motivations direct analytical and empowering questions all can assist the client to reveal personal discovery. Using these questions strategically ensures the success of the coaching session..

[Audio] The Iceberg questioning strategy can be beneficial for coaches. It involves analyzing a subject from various perspectives allowing for an in-depth assessment of the person being coached's core motivations values and beliefs. This allows coaches to uncover the person's specific wants and worries so that they can come up with effective approaches..

[Audio] Questioning layers are an important tool for coaches to possess in order to make effective conversations. The Iceberg questioning strategy is a technique that allows the coach to identify and explore issues at multiple layers helping to gain insight into their client. With this coaches are able to guide their clients to develop and reach their objectives as there are surface first second and third layer questions to be asked..

[Audio] Slide 6 takes a look at the first layer of coaching discovery Establishing a Common Understanding. Here we'll focus on assessing the rep's knowledge level and understanding of the situation and on leveraging facts to expand the rep's thinking. Knowing how to accurately assess the rep's knowledge level and leverage facts to encourage innovative thinking is an invaluable tool for effective coaching conversations." "The first layer of coaching discovery is about Establishing a Common Understanding between the coach and the rep. In this layer it's important to assess the rep's knowledge level and gauge their ability to explain their observations. This is key because it allows us to identify areas of strength and areas for improvement. Additionally this layer of discovery encourages us to leverage facts to expand the rep's thinking and help identify potential solutions. Ultimately the goal of this layer is to create an effective foundation for our coaching conversations..

[Audio] To achieve effective coaching conversations it is necessary to promote reflection in your reps. Reflection is a way for them to evaluate themselves and their actions in order to gain a better self-awareness. Additionally by reflecting they will be able to draw connections among different ideas understand alternate perspectives and figure out the right way to go. During coaching conversations questions that call for reflection (in other words what do you think is preventing you from...? and what do you think led to that reaction...?) can help reps explore their thoughts and beliefs to achieve their goal..

[Audio] We have discussed the 3rd layer in the iceberg questioning technique connecting to motivation. This layer is about guiding reps to solve the gap independently and to understand why taking action is significant. It also includes recognizing the consequences of not taking action and applying a fresh approach. Furthermore it is about expressing any concerns and suggestions about the determined following steps and displaying encouragement to implement the plan. To wrap up we should consider how these steps will affect us what difference do we want to make with these actions and what results will occur if we do not act..

[Audio] Coaching conversations can be a highly effective way to assist clients in achieving their objectives and maximize their potential. To guarantee the conversations are productive the correct type of inquiry is essential. The Iceberg questioning approach is a questioning process that involves asking Clarifying and Confirming Questions. These inquiries are intended to simplify the conversation and guarantee we have a comprehensive comprehension of the topics addressed. These types of questions include: 'Did I understand you correctly when you said…?' 'Is there anything else you would like to add…?' 'Could you elaborate on…?' and 'Can you provide an example of…?'.

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