How can you identify your clients' goals and objectives using questioning and listening skills?

1 Ask open-ended questions

Open-ended questions are those that require more than a yes or no answer. These types of questions are beneficial as they encourage clients to share their thoughts, feelings, needs, and challenges, as well as help explore their situation, motivation, expectations, and desired outcomes. Examples of open-ended questions include: "What are you hoping to accomplish with this project?", "How do you measure your success?", "What are the main obstacles or risks that you face?", "How do you feel about the current situation?", and "What are the benefits of reaching your goal?". In this way, open-ended questions can provide valuable insights into a client's goals and objectives.

2 Use active listening techniques

Active listening is more than just hearing what your clients say; it involves paying attention, showing interest, reflecting, clarifying, summarizing, and validating. This type of listening can help to build rapport and trust with your clients, show that you care and respect their opinions, confirm that you understand their message and meaning, avoid misunderstandings and assumptions, and encourage them to elaborate and provide more details. To actively listen, use verbal cues such as "uh-huh", "I see", and "go on"; paraphrase what your clients say in your own words; ask follow-up questions; summarize the main points; and express empathy and appreciation. Additionally, make sure to nod, smile, and make eye contact.

3 Use the SMART framework

The SMART framework is a tool that helps you to define and evaluate your clients' goals and objectives. It stands for Specific, Measurable, Achievable, Relevant, and Time-bound. By using the SMART framework, you can assist your clients in clarifying their desired outcomes and breaking them down into manageable steps and actions. You can also help them to set criteria and indicators to measure their progress, identify potential challenges and solutions, as well as establish a realistic timeline and deadline. Examples of SMART questions include: What do you want to achieve? How will you know when it is achieved? Is this goal realistic? How does this goal relate to your overall vision? When do you want to achieve this goal by?

4 Use the GROW model

The GROW model is a coaching technique that assists clients in goal setting and action planning. It stands for Goal, Reality, Options, and Will. Through the GROW model, you can help your clients define their desired outcome, assess their current situation, explore their options and alternatives, and commit to an action plan. Examples of GROW questions include: What is your goal or desired outcome? What is your current situation or reality? What are your options or alternatives? What will you do next or what is your action plan? By using questioning and listening skills, you can identify your clients' objectives more effectively and efficiently. Additionally, this technique helps build a stronger relationship with clients and aids in achieving their desired results.

5 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?