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20 Dec, 2011

S.C.O.R.E! Great questions to ask your clients by Debbie Robinson

Posted by: The Coaching Academy In: Coach Spotlight|Coaching Articles|Coaching Client Acquisition Articles|CPD for Coaches|Life Coaching Articles|Personal Success|Small Business Coaching Articles|Success Stories

S.C.O.R.E! Great questions to ask your clients by Debbie Robinson

We all know that we need to ask our clients question in order to get to the real core problem or desired solution. But what questions are they?

How can YOU ‘coach’ your clients? Here’s a quick and easy way to remember what to ask: S.C.O.R.E.

Symptoms
Causes
Outcome
Resources
Effects

Select which questions feels most appropriate for the situation:

 

Symptoms

• What’s not working?
• What do you want to change?
• What is the problem that you would like to solve?
• When so you notice this problem?
• What are the signs that there is a problem?

Causes

• What do you believe are the causes of the problem?
• What triggers it off?
• What events or contexts cause the problem to happen?
• What stops you from fixing this?
• Who or what is benefiting from you not fixing this?

Outcome

• What do you want instead of this problem?
• What outcome do you seek?
• Where do you want to get to?
• How would you know if you had solved this problem?

Resources

• What resources (skills/money/equipment/contacts) do you have that you can use to solve this problem?
• Have you solved similar problems in the past?
• What resources do you already have that you can use to solve this problem?
• Do you know anyone else who has these resources or has overcome this similar challenge?

Effects

• What will it do for you/your team/your organisation for you to attain this solution?
• What will be affected by your solving this problem?
• Who else will be affected when you have your outcome?
• What else is possible?
• How will reaching your outcome change things?
• How will you manage the changes?
• What will you learn from it?

These question will help you understand your client and to build rapport and trust – Key requirements in any successful relationship.

Happy Selling!

by Debbie Robinson

10 Responses to "S.C.O.R.E! Great questions to ask your clients by Debbie Robinson"

1 | Tesse AKpeki

January 5th, 2012 at 1:46 pm

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Thanks Debbie.

This is an absolutely brilliant framework. Linked to tools such as appreciative enquiry and creating the future transformational approaches, a SCORE approach will have an amazing impact.

2 | Peter Hirst

January 5th, 2012 at 2:08 pm

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Excellent acronym Debbie and appeals to my logical approach to such matters.

3 | Nicky Hillier

January 5th, 2012 at 2:43 pm

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Really useful – thanks Debbie. Excellent means of developing from an initial tentative discussion to something meaningful with a way forward.

4 | Jason Scott

January 5th, 2012 at 6:15 pm

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One of my goals for this year is to get a coaching certification. This acronym is just the kind of strong information that could stick into a newbies head. It not only gives me a roadmap, but encourages me that there are people out there, full of knowledge and willing to share it. Great stuff. Thank you.

5 | Abdirizak Yusuf

January 5th, 2012 at 11:51 pm

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Thanks Debbie.

This is an absolutely brilliant framework. Linked to tools such as appreciative enquiry and creating the future transformational approaches, a SCORE approach will have an amazing impact,that is what i bleave.

6 | Oma Edoja

January 6th, 2012 at 2:04 am

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Great questions for getting to the roots! I use similar questions in my enrolment process and my clients say the change starts just by answering them! Thanks for sharing, Debbie!

7 | Hamid

January 7th, 2012 at 10:58 pm

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Thank you Debbie
Very interesting and useful questions
keep updating us

8 | Caroline Williamson

January 9th, 2012 at 12:54 pm

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Loving this acronym, will work well for self coaching and supporting the change in others… Thank you for sharing

9 | Amanda Ryalls

January 18th, 2012 at 4:35 pm

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Thanks Debbie. This is very useful. I am on my protege programme so devouring all models and ideas at the moment as I shape my kit bag. Another to add!

10 | Sasha Wallace

February 11th, 2012 at 12:25 am

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Thanks so much for such a great mnemonic.
It’s chock full of great questions and drills down to the core of the issues immediately. I’m going to print it out for my wall if that’s ok with you? My SCORE: 10/10

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