While coaching, you rely extensively on inquiry, or asking questions. But an over-reliance on inquiry can make coachees feel like they're being interrogated. As a result, they may withhold important information and their viewpoints. For that reason, incorporate advocacy—offering your ideas and advice.
The best coaches advocate in such a way that their coachees can hear their ideas, respond to them, and consider their value. To advocate effectively:
- Present an idea in neutral terms.
- State your opinion—your interpretation of what you have observed.
- Make the thoughts behind your ideas and advice explicit.
- Share your own experiences if they might help.
- Encourage the other person to provide his or her perspective.
Here's an example: "Joe, I'd like you to consider taking that workshop on public speaking. I think it could help you work toward your goal of delivering compelling presentations to the sales force. When I started out, I found this training very helpful. I'm wondering what you think of giving the workshop a try."
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