How do you use questions and active listening to elicit your clients' needs and desires?

Questions are used to go deeper into what the clients say, mostly at the surface level. The art of asking questions is very precise, and when done rightly, you get information that would not have come to your knowledge otherwise. Whereas active listening is essential to comprehend what the client says after you have asked the questions. Both go hand in hand because asking questions will be futile without active listening, as it will lead to ZERO outcomes. Rather, it will frustrate the client because they will sense that you are not paying attention to what they are saying. It leads to a breach of trust.

Asking qustions is part of active listning. By asking question you show that you are really interested in listning what clients wants to say. By asking questions you will get better understanding of your clients needs ,problems , goals, kind of solution they want which ultimately improve business relations. When I communicate with my clients I always make sure that I understand everything, I have all the information and have clarity to perform my job better and If I am still unclear I ask again to make it clear instead of assuming it and ruining energy and time for both end.

I think that sometimes coaches make the mistake of thinking they need to wow their clients with their questions. Like, "Look at how smart I clearly am." But as Shubham says below, asking questions just to ask questions (or sound smart), is a surefire way to frustrate the client. Periods of reflecting back what the client has said, and then inviting deeper exploration of what they've shared, are also needed. Coaching is like a symphony. Sometimes the percussion section gets to show off. Other times, the strings get to shine. ;-)

Asking powerful questions starts from the inner work. If, as a mentor or coach, you want to ask powerful questions to your client, you can't have your own filters or biases; otherwise, it will result in asking "stupid" questions that may offend the client. Plus, sometimes you may be required to ask "tough" questions and, in such cases, obtain the client's permission to ask such questions, and the sole intention is to enable them to get past their obstacles. When you feel uncomfortable asking some questions, remind yourself that it is to serve the client and the intent is noble.

This is not a powerful question: <<What are the benefits and costs of staying the same or taking action?>> It's actually four questions. ;-) What are the benefits of staying the same? What are the benefits of taking action? What are the costs of staying the same? What are the costs of taking action? When we simplify the questions we ask, we help the client to simplify their answers. Simple leads to faster insights. ;-)

Each of the 'powerful questions' need to be broken down to ask only one question e.g. What do you want to achieve? What do you want to change? What resources do you have? What resources do you need? One question at a time is important so that the client has time to think about the specifics.

Active listening requires a surrendering of assumption and ego. A commitment to staying fully present. Not jumping in my head to other questions. Not assuming that I already know where the client is heading. Not assuming that I understand what the client needs. No assuming that I understand what the client is feeling. Anybody can listen. But few have the patience to actively listen.

Please listen carefully to what the client is saying without thinking about... - How are you looking? - What are you going to say next? - Your own biases about the client or their responses When you listen to the client intently, they will notice it, and you will increase your credibility in their eyes. Plus, when you don't understand, ask questions. Clarify your understanding. If need be, paraphrase what they have said and ask them if you have understood correctly. Making wrong assumptions about what the client has said is NOT a good sign.

I think active listening goes beyond nodding and smiling. Active listening involves paraphrasing, summarizing, or asking questions to confirm you understand exactly what the client is saying.

In every moment of their time with a coach, the client is going to be asking themselves, "Do I feel heard by this person?" "Do I feel seen by this person?" "Do I feel safe with this person?" "Can I be myself with this person?" "Does this person believe in me?" The coach, by how s/he guides the session and interacts with the client, will drive that answer.