How to Persuade Others with the Right Questions

Sales guru and persuasion expert Daniel H. Pink explains how you can use motivational interviewing to influence others’ thoughts and behaviors. Pink’s book is To Sell Is Human: The Surprising Truth About Motivating Others.

So let me give you a hypothetical. Suppose that you’re a parent and you have a daughter, say a teenage daughter, whose room is an absolute mess. It just looks like a bomb went off in there and you want your daughter to clean her room. You’re trying to sell her on the idea...