I use a success-based questioning approach to influence others, and it has been an incredibly effective influence strategy for me.  I believe it works for a variety of reasons.  First of all, the act of asking the question gets them thinking about what success looks like and sharing some valuable information with me.  Secondly, since I am the person in front of them asking them about success, they start picturing me within their vision of success as someone that could help them achieve it.  Thirdly, by authentically asking the question and being curious about the response, it gives me a confidence boost that I am the person that can help deliver success.  And finally, it makes me memorable in a positive way.  Without fail, every time I ask these success-based questions, the other person comments while they think about the answer.  They share that nobody has asked them that question before or reflect on their difficulty with articulating an answer.  In either case, they remember me because they remember the question I asked.  Below are some scenarios where I have used success-based questions to influence the results I wanted to achieve.

• Job Interview: Assume you’ve hired me for this role. What could I do within my first 90-days on the job that would exceed your expectations and affirm that you hired the right person?
• Consulting Gig: Assume you’ve selected me for this project. What results could I achieve that would make you want to hire me again for future projects and refer me to others?
• Coaching Session: Imagine we’re in our last coaching session wrapping up our time together, and we’re celebrating your successes and accomplishments that you’ve been able to achieve as a result of our time together.  Describe for me what we’re celebrating.
• Career Conversation: What behaviors could I demonstrate, and what results could I achieve to indicate to you I’m ready for the next leadership level?
• New Program / Strategy: If we moved forward with this program that I’m proposing and achieved positive results, what results would you value the most, and why?
• Budget Request: Assume that you granted this budget request. In what ways, both financial and non-financial, would you view this as money well spent?
• CEO Visibility: Over the coming year, how can I contribute to the company’s success and help us exceed our goals? (Side note: I asked this one in a town hall meeting when I was a new individual contributor. The CEO approached me a week later, greeted me by name, and told me how much he appreciated my excellent question.  He asked someone who I was and where to find me in the building to provide me with that feedback).

Keep in mind that it’s not only about asking powerful questions but also about actively listening to the answer and putting the right actions into place to achieve a successful outcome.

Wishing you the best!

Amy