Coaching Sprint - Quick lesson 1

Master The Funnel

A Simple Communication Technique That Will Transform Your Coaching Conversations
⏱ 5 minutes | Best viewed before or alongside your first GROW practice

Why This Matters

You know the GROW framework. You've got your question guide. But here's what many managers struggle with: rushing through each step too quickly.


The Funnel is your secret weapon for slowing down, digging deeper, and unlocking the insights that make coaching conversations truly powerful. It's an 80/20 technique - simple to learn and it makes a massive impact.

What You'll Learn
In this 5-minute lesson, you'll discover:

✓ Why we all too often as managers shoot to action too fast (and how to stop doing it)
✓ The three-part funnel technique that works at every stage of GROW
✓ How to use open questions, probing, and summaries to create alignment
✓ Why summarising is one of the most valuable leadership skills you can master

Bonus: This technique works brilliantly in meetings, stakeholder conversations, and anywhere you need to influence or align.

 Watch the Lesson

Write your awesome label here.
  Click to watch

  Audio Version

Prefer to listen on the go?

Experiment. Learn. Repeat.

Write your awesome label here.

Quick Reference: The Funnel in 60 Seconds

Can't watch right now? Here's the essence:

1. Start Open (Top of the Funnel)
Ask questions that begin with: How? What? Where? When? Why?
Or use: "Tell me about..." / "Explain to me..."
➔ Goal: Get their perspective, not yours.

2. Probe & Dig Deeper (Middle of the Funnel)
Listen carefully to what they say, then ask:
 "Tell me more about that..."
"What else?"
"Anything else?"
 ➔ Goal: The most valuable insights come from going one level deeper.

3. Summarise & Confirm (Bottom of the Funnel)
Capture the essence of what they've said:
"So what I'm hearing is [X, Y, Z]. Is that right?"

Use a closed question to align:
"Is that correct?"
"Do you agree?"
"Have I got that right?"
 ➔ Goal: Create an aligning moment. Get a clear YES or NO.
If YES → Move to the next stage of GROW
If NO → Dig deeper: "Tell me more about that..."


Why Summarising is so brilliant
When you summarise well, you:
✅ Keep everyone on the same page
✅ Prevent miscommunication
✅ Show you're truly listening and as a consequence people feel heard
✅ Create moments of alignment that build trust

This works in coaching, meetings, performance conversations, and with stakeholders.

  Action: Have a go

Now that you've learned the Funnel, here's what to try:

In your next conversation (coaching or otherwise):
1. Start with an open question
2. Ask a follow-up question or "Anything else?" at least once
3. Summarise what you heard and confirm with a closed question

  What To Watch For

As you practice, you'll start noticing:

  How often people (including you!) use closed questions that guide toward a specific answer
 How much more information flows when you stay open longer
 How powerful it feels when someone summarises your thoughts back to you

   Share Your Progress

Jump into our Teams channel and let us know:

 - What did you notice when you tried the Funnel?
 - What worked well?
 - What surprised you?

Your insights help everyone learn faster.

 
 Next Steps

✅ Watch the lesson (5 min)
✅ Try the Funnel in one conversation this week
✅ Share your experience in the Teams channel

Created with