Module 7

Powerful Questioning Skills (II); Building a

Rapport and Trust with Clients

Task
Hopefully, you took in as much of the information in this seventh
module as possible. To find out how well you have done,
complete the following worksheet.

We recommend that you allocate at least 30 minutes

to this worksheet.

SELF-MARKING

At the end of the worksheet is a convenient answers/feedback

and advice section to allow you to see how well you have done.

YOU ARE NOT REQUIRED TO RETURN THIS WORKSHEET

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 Activity #1 10 minutes

Explain the following types of questions and how they impact the coaching process:
a) Hypothetical questions
b) Diagnostic questions

Write or type your answer here

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 Activity #2 10 minutes

What are representational systems, and which are the three main types? How is this
useful in the process of mirroring or matching client thinking?

Write or type your answer here

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 Activity #3 10 minutes

Work your way through the following paragraphs and insert the most appropriate words
to fill in the missing blanks. There are 10 in total.

Questions play a crucial part in the life coaching process, as they determine the direction of
thinking. There are different types of questions. 1. ___________________________ questions
help analyse the outcomes of specific scenarios, and this helps with 2. ________________
management, as the client is encouraged to think of negative outcomes. Creating imaginary
scenarios is another way in which to motivate your clients into using critical thinking, and you can
do this by asking 3. ________________________ questions. One of the most important roles of a
life coach is to be able to distinguish between perception and reality. The best way in which to do
this is by asking 4. _______________________ questions.

5. __________________________ body language helps create a rapport with clients. Visual,

auditory and kinaesthetic 6. ______________________________ systems help determine the
way in which the client thinks. However, this process does not imply that we should copy or 7.
___________________ mannerisms and body language in a mocking manner. One of the best
ways in which to reinforce trust is to demonstrate 8. ______________________ of the client’s
feelings, emotions and experiences. You can match the client’s words and behaviour, by mirroring
their facial 9. ____________________ and 10. _____________________________.

Write or type your answer here

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 Answers/feedback and advice section
Use this section to check your answers and see how well you have done
You are not required to return this worksheet

Activity #1

Advice and Feedback

Good questioning skills are the foundation of a transformative life coaching process.
There are different types of questions, and each type has its own relevance to the self-
development process.

Hypothetical questions: These help build imaginary scenarios, which, in turn, help
address limiting beliefs and critical thinking skills.

Asking hypothetical questions also helps your clients think of options and alternatives
from a fresh perspective. For example, ‘What if ________________?’

Diagnostic questions: Diagnostic questions help get to the root of a problem, with the
help of the client’s thoughts and ideas. They help distinguish between perception and
reality. For example, ‘What do you feel about it now?’/‘Why do you think this happened?’

Activity #2

Advice and Feedback

Representational systems include the dominant way in which each person perceives
messages. The three main types include:

Visual: This is when the client uses visual language, in order to describe experiences or
feelings. For example, they may say, ‘I don’t see it that way.’/‘We don’t see eye to eye.’,
and so on.

Auditory: This is whereby the client uses auditory language in communication. For
example, ‘I get the message loud and clear.’, etc.

Kinaesthetic: This is the language of feelings. For example, a client may say that they
have been feeling that they never got a chance to express their personality.

Mirroring a client’s representational system helps establish a rapport and build trust in a
subtle manner.

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 Activity #3

Answers

1. Predictive
2. Risk
3. Hypothetical
4. Diagnostic
5. Mirroring
6. Representational
7. Mimic
8. Understanding
9. Expressions
10. Posture

“
SUMMARY
Now that you have studied Module 7, it is time to decide if you feel you are ready
to move on to the next module. Even if you struggled only slightly in this module,
make sure you take the time to read through the material one more time.
“

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