The Way of the Question Mark: Mastering How to Ask Questions for Success

I'm frequently invited to organizations to deliver motivational speeches to their employees. I respond by saying I'm not a motivational speaker. I never have been, and I never will be. I don't aspire to be one. I offer something different. I teach individuals how to become motivational leaders, which is a far more valuable pursuit.

Motivation is often misunderstood in organizations. The motivational industry is built on a fundamental contradiction due to the misplaced focus on motivation. Leaders, including salespeople, should inherently be motivated. If they're not, they shouldn't be leaders.

The focus should be redirected: not on the leaders themselves but on the people they lead. Can those leaders transfer their motivation to others so that these individuals are equally motivated about their challenges? Additionally, can those who "catch" the motivation from their leaders then inspire others, creating a ripple effect?

Finally, can people at each stage of this "cascade of cause leaders" convert motivation into action that yields results—not just average results but more results, faster, on an ongoing basis?

I've authored many articles on motivation and how to pass it on to others. However, there's another method of transferring your motivation to others that requires little explanation. It's surprisingly simple, easy to implement, and effective. Yet, few leaders I've met utilize it, and those who do often don't use it effectively. It's the Way of the Question Mark. A "way" is a lifestyle one adopts to advance in a specific discipline.

This is true for the Way of the Question Mark. It's not merely a technique; it's a disciplined way of life. I've practiced it for years and am still far from mastering it. The question mark is particularly useful in emotionally charged situations. However, in such cases, when emotions run high, it requires practice and discipline to pause, collect my thoughts, and pose a question.

Practicing the Way of the Question Mark can strengthen your relationships with those you lead, resulting in greater outcomes as a leader.

In all your leadership efforts, strive to turn declarative sentences into questions. Asking questions instead of making statements is often more effective as it encourages people to reflect on their situation.

We can't compel anyone to do anything. They must motivate themselves, and they do so best when they reflect on their character and circumstances. Questions prompt responses, and during this process, they may engage in such reflection. You might not like their answer, but often their response, regardless of its nature, is more conducive to achieving results than your statement. Furthermore, their response may lead them to believe they've generated a valuable idea. People are generally more attached to their ideas than to yours, even if their ideas are only average.

For example, your organization needs individuals to move from point A to point B. A directive leader might say, "Go from A to B." Using the Way, one might ask: "What are your thoughts on going from A to B?" or "What's the best way for you to go from A to B?" or "How can I support you in going from A to B?" or "How will you lead others in going from A to B?" This isn't about catering to whims. It's about motivation, driving people to achieve more results, faster, consistently. In fact, you can't order people to achieve more results faster on an ongoing basis. Only motivated people can accomplish this. It's about challenging people to achieve extraordinary things to surpass their self-perceived limits.

The question mark, as opposed to a simple declarative unlocks a world of possibilities for producing results. It's a world based on their choices. Make the Way of the Question Mark your approach. Train yourself to ask questions rather than make statements. You'll begin to see the greatest results.