Copy - Coaching and Active Listening

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coaching and active listening

What is coaching?

• You are enabling the thinking of another
• You are asking permission for your opinion to be shared
• Your focus is more on them than you or the task
• You are listening a lot more than you are speaking
• You are asking a lot of (open) questions

You know you're coaching when...

GROW MODEL

• What does success look like?
• What, specifically, is it that you want?
• How will you know when you have reached this?
• What will be done differently?
• What is the benefit to you personally?
• When you complete this, what will you be thinking and feeling?

GOAL

GROW MODEL

• Where are you currently with regards to your goal?
• What have you done already to try to succeed in this?
• What progress have you already made?
• What obstacles or constraints external to you are holding you back?
• What is really stopping you?

• What does success look like?
• What, specifically, is it that you want?
• How will you know when you have reached this?
• What will be done differently?
• What is the benefit to you personally?
• When you complete this, what will you be thinking and feeling?

REALITY

GOAL

GROW MODEL

• If budget were no issue, what options would you see?
• If you broke all the rules, what else could you do?
• Think of a role model you respect and admire. What options would they see?

• Where are you currently with regards to your goal?
• What have you done already to try to succeed in this?
• What progress have you already made?
• What obstacles or constraints external to you are holding you back?
• What is really stopping you?

• What does success look like?
• What, specifically, is it that you want?
• How will you know when you have reached this?
• What will be done differently?
• What is the benefit to you personally?
• When you complete this, what will you be thinking and feeling?

OPTIONS

REALITY

GOAL

GROW MODEL

• What could you do as the next step?
• What obstacles can you see, and what can you do to overcome them?
• How would you score your commitment to this step on a scale from 1-10?
• If your score is less than 8, will you actually do it? What are the consequences if you don’t do it?
• How can you get your commitment closer to 10?
• What is your next step actually going to be?
• When will you do it?

• If budget were no issue, what options would you see?
• If you broke all the rules, what else could you do?
• Think of a role model you respect and admire. What options would they see?

• Where are you currently with regards to your goal?
• What have you done already to try to succeed in this?
• What progress have you already made?
• What obstacles or constraints external to you are holding you back?
• What is really stopping you?

• What does success look like?
• What, specifically, is it that you want?
• How will you know when you have reached this?
• What will be done differently?
• What is the benefit to you personally?
• When you complete this, what will you be thinking and feeling?

WAY FORWARD

OPTIONS

REALITY

GOAL

GROW MODEL

Just follow my lead.

No. I just don't know how to judge it, when to raise the topic.

Well, that didn't work, did it?

Ah, sorry. I was trying my best to sell the product and meet my targets.

Fair enough, but she's the client, so you need to wait for the right moment. You can't just dive in.

Ah, okay. I guess I thought she wanted to know more about the new product and I was telling her enthusiastically.

That didn't go very well. Next time don't talk over her - let her have her say before jumping in.

Go on.

Mind if I give you some coaching feedback for next time?

Well, I got the points across, but she seemed a bit cold.

What makes you say that?

Okay, but I don't think she was that interested.

So how do you think that went?

Why do you think that was?

It seemed to go a bit cold after I started talking about the new relay product. I'm sure I got all the key points across, but there was silence afterwards.

And when do you think the meeting started to go not so well?

Oh, she was really excited and engaged. She wanted to tell us all about it.

And why's that, do you think?

Um, when she was talking about their new power plant.

At what points did you think the meeting was going well?

• You are enabling the thinking of another
• You are asking permission for your opinion to be shared
• Your focus is more on them than you or the task
• You are listening a lot more than you are speaking
• You are asking a lot of (open) questions

You know you're coaching when...

how to get the full message

active listening

active listening

how to get the full message

Really pay attention

active listening

how to get the full message

Show that you're listening

Really pay attention

active listening

Ask open questions

how to get the full message

Show that you're listening

Really pay attention

active listening

Ask open questions

Reflect and summarise

how to get the full message

Show that you're listening

Really pay attention

active listening

Don't interrupt

Ask open questions

Reflect and summarise

how to get the full message

Show that you're listening

Really pay attention

5 Levels of Listening

5 Levels of Listening

INTERRUPTING

5 Levels of Listening

INTERRUPTING

HIJACKING

5 Levels of Listening

INTERRUPTING

HIJACKING

ADVISING

5 Levels of Listening

INTERRUPTING

HIJACKING

ADVISING

ATTENTIVE LISTENING

5 Levels of Listening

INTERRUPTING

HIJACKING

ADVISING

ATTENTIVE LISTENING

ACTIVE LISTENING

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