The Persuasive Power Of Asking Questions

by Dr. Rick Kirschner on June 4, 2012

Insider's Guide To The Art of PersuasionQuestions have persuasive power

Have you ever been asked something and felt completely confused by it? Ever been asked a question and found yourself defending yourself against it’s implication and inferences? A question takes the listener’s mind down a particular road, whether it’s the road of agreement or disagreement, of finding examples or finding counterexamples. It is entirely possible to ask a set of questions that changes a person’s mind. It is entirely possible to ask a question that gets a conversation back on track, or takes it way off the beaten path. We set direction, expectation, and emotional reaction into motion with our questions. We create relevancy and expose motivation and intent with our questions.

Knowing you can do this, and knowing what you intend to do with this, gives you a lot of flexibility in terms of leading people where you want them to go. If influence is a given, then questions are a powerful intervention in the thinking of others. You can ask for relevance, intent, motivation, deeper understanding, and a whole host of other useful bits of information. Questions can provide possibilities to your persuadees, can invite thought, and solicit agreement. Most people have all the answers. It is the questions that they don’t have. You can provide them.

Any questions?

Be well,


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