Coach the Person, Not the Problem

Successful coaching techniques focus on inquiry, not merely on asking questions.

Acknowledging the differences between inquiry and questioning differentiates good coaches from great ones. Many coaches learn to ask specific questions, quite like following a checklist. However, this approach takes focus away from the client’s responses. Effective coaching seeks to spur reflection rather than to provide solutions to a particular problem. To become your client’s “thinking partner,” use reflective inquiry: Pair statements which spark reflective thinking with questions.

When coaches use a series of questions with clients who come to them with specific problems, the questions direct the client to a solution for that particular problem, yet underlying issues often remain. Reflective inquiry, by contrast, helps clients understand the beliefs and fears that shape their choices. Reflective inquiry also allows people to reframe their initial problem and place it in a larger context.

True coaching creates a thinking partnership between the coach and the client. This partnership helps clients shift their perspective to see what their...