Presentations become the most impactful when the audience internalizes their message. From grabbing attention to reinforcing your key message, there is one strategy that stands apart from all. And that is, asking the right questions at the right time.

Effective presentation and persuasion are knowing when to ask the questions that matter. Whether you’re pitching a product or trying to close a business deal, the right question, asked with intention, can open minds, win hearts, and spark meaningful action.

In his book “Leadership – The Inside Story,” Willie Pietersen unveils a powerful insight. In the courtroom, questions are designed to challenge and ultimately control a narrative. But in leadership, business, and everyday life, the most powerful questions do something far greater: they open minds.

Consider the power of questions to persuade from real-life events. When someone tells us to do something, no matter how persuasive it may be, we hesitate to make the decision. We go through doubts and internal resistance. But when someone asks us a question that challenges our assumptions, it inspires curiosity within our minds. We start to engage more with the conversation reactively.

So, it makes us an active participant in the discussion from a passive listener. The right questions empower us to arrive at our conclusions, fostering a sense of ownership and commitment. To help you craft questions for impact and master the art of persuasion with questions, here are some strategies that can help you in your next presentation.

Start with Curiosity, Not Judgment: When you are asking questions in your presentation, ask questions that show genuine interest, not hidden criticism. This invites openness and reduces defensiveness, making people more willing to engage. When people feel safe, they’re more likely to open up and share valuable insights.

Make It Open-Ended: The best conversations happen when questions are open-ended and open the floor for sharing perspectives. So, make sure to steer clear of yes/no questions. Instead, ask questions with “what,” “how,” or “why.” This will inspire thoughtful, meaningful responses and deeper conversation.
Strategic Sequencing: A well-sequenced flow can subtly lead the conversation toward your desired outcome. So, order your questions to gradually build insight and direction. Start broad, then narrow down to steer the dialogue without forcing it.

Active Listening: Active listening creates trust and makes the other person feel heard and valued. It also helps you craft better follow-up questions that deepen the conversation. During your presentation, don’t just wait to speak; instead, engage fully with the answers you receive.

Prompt Reflection, Not Reaction: Pose questions that invite deeper thinking rather than quick answers. Reflective questions create space for clarity, insight, and meaningful change. This will encourage people to pause, consider, and respond with intention.

End with Empowerment: Finally, end your presentation in a way that provokes thinking. Wrap up with a question that inspires ownership, like “What will you do next?” Empowering questions drive action and motivate forward momentum. They shift the focus from passive conversation to proactive problem-solving.

From board meetings to closing your sales target, presentations are an instrumental tool in every organization and business. You can unlock the power of persuading your idea and striking interest in your audience when you ask the right question in the right context. So, next time you want to persuade someone or inspire change, start with your question.