Copy - Coaching and Active Listening

coaching and active listening

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What is coaching?

You know you're coaching when...

• 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

GROW MODEL

GROW MODEL

GOAL

• 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?

GROW MODEL

REALITY

GOAL

• 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?

GROW MODEL

OPTIONS

REALITY

GOAL

• 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?

GROW MODEL

WAY FORWARD

OPTIONS

REALITY

GOAL

• 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?

• 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?

• 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?

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

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

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

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

Well, that didn't work, did it?

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

Just follow my lead.

So how do you think that went?

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

What makes you say that?

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

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

Go on.

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

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

And why's that, do you think?

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

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

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.

Why do you think that was?

You know you're coaching when...

• 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

active listening

how to get the full message

active listening

how to get the full message

Really pay attention

active listening

how to get the full message

Really pay attention

Show that you're listening

active listening

how to get the full message

Really pay attention

Show that you're listening

Ask open questions

active listening

how to get the full message

Really pay attention

Show that you're listening

Ask open questions

Reflect and summarise

active listening

how to get the full message

Really pay attention

Show that you're listening

Ask open questions

Reflect and summarise

Don't interrupt

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

Thank you

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