3 game-changing question 𝗳𝗼𝗿𝗺𝗮𝘁𝘀 to influence a client.

Let’s face it: influencing a client’s thinking is a delicate art.

You want to guide the conversation in the right direction—without ever coming across as pushy.

Here are three powerful question formats that work:

❓ 𝗤1: “𝗝𝘂𝘀𝘁 𝗼𝘂𝘁 𝗼𝗳 𝗰𝘂𝗿𝗶𝗼𝘀𝗶𝘁𝘆...”
This soft opener lets you ask what might otherwise feel like a direct or challenging question. It lowers defenses and keeps the conversation flowing naturally.

🙋🏻‍♀️ Examples:
⇥ 𝗝𝘂𝘀𝘁 𝗼𝘂𝘁 𝗼𝗳 𝗰𝘂𝗿𝗶𝗼𝘀𝗶𝘁𝘆, who else is involved in this project?
⇥ 𝗝𝘂𝘀𝘁 𝗼𝘂𝘁 𝗼𝗳 𝗰𝘂𝗿𝗶𝗼𝘀𝗶𝘁𝘆, how does this project align with your personal goals?

❓ 𝗤2: “𝗛𝗼𝘄 𝗼𝗽𝗲𝗻 𝗮𝗿𝗲 𝘆𝗼𝘂 𝘁𝗼...”
This phrase subtly gives permission to say no, which paradoxically makes it easier for people to say yes. Most of us like to think of ourselves as open-minded, so this question works with human psychology to get buy-in.

🙋🏿‍♂️ Examples:
⇥ 𝗛𝗼𝘄 𝗼𝗽𝗲𝗻 𝗮𝗿𝗲 𝘆𝗼𝘂 𝘁𝗼 a follow-up conversation about how we could address this challenge together?
⇥ 𝗛𝗼𝘄 𝗼𝗽𝗲𝗻 𝗮𝗿𝗲 𝘆𝗼𝘂 𝘁𝗼 exploring a joint venture where we share both the risks and rewards?

❓ 𝗤3: “𝗪𝗵𝗮𝘁 ______ 𝗱𝗼 𝘆𝗼𝘂 𝗵𝗮𝘃𝗲...”
This presupposes the other person has thoughts, questions, or ideas to share—making it easier for them to open up. It’s a subtle way to get them talking while showing that you value their input.

🙋🏽‍♀️ Examples:
⇥ 𝗪𝗵𝗮𝘁 𝗾𝘂𝗲𝘀𝘁𝗶𝗼𝗻𝘀 𝗱𝗼 𝘆𝗼𝘂 𝗵𝗮𝘃𝗲 about how this approach could impact your team?
⇥ 𝗪𝗵𝗮𝘁 𝘁𝗵𝗼𝘂𝗴𝗵𝘁𝘀 𝗱𝗼 𝘆𝗼𝘂 𝗵𝗮𝘃𝗲 about managing the risks involved in this project?

Start weaving these phrases into your conversations, and you’ll not only guide discussions more effectively—you’ll also build stronger trust and rapport.

Which of these are you going to try out?

Or do you have another go-to question format that works wonders for you?

Let me know in the comments.

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🔔 For more insights, follow Clive Griffiths