The Simple Question That Changes Behavior
There’s a simple but powerful psychological tool you can use to motivate yourself or someone else to build a habit or stick to a goal. It’s a technique that has been used in everything from presidential politics to personal fitness, and it all comes down to one simple shift: asking instead of telling.
Think back to the 1980 presidential election. Ronald Reagan was challenging the incumbent, Jimmy Carter, during a time of economic turmoil. In their final debate, just a week before the election, Reagan needed to make a strong impression on 80 million viewers. Instead of just listing off negative economic statistics, he did something different. He asked a question: “Are you better off now than you were four years ago?”
He invited viewers to ask themselves a series of simple questions about the economy, unemployment, and America’s standing in the world. The impact was immediate. Polls after the debate showed a massive swing in Reagan's favor, and he went on to win the election in a landslide. This wasn't just a clever political line; it was a masterclass in behavioral science.
Why Questions Work Better Than Statements
So, what’s the magic here? Unlike a statement, a question demands an active response from our brains. It forces us to engage and reflect. Researchers from Ohio State University have found that when the facts are clearly on your side, framing them as a question is far more persuasive than simply stating them.
This phenomenon, known as the question-behavior effect, has been validated by a team of scientists who analyzed over 100 studies spanning 40 years of research. David Sprott, a co-author of the analysis, explained it plainly: “If you question a person about performing a future behavior, the likelihood of that behavior happening will change.”
This means that a sign asking, “Will you recycle?” is more effective than one that says, “Please recycle.” Telling yourself, “I will eat vegetables today,” is less likely to work than asking, “Will I eat vegetables today?” The research shows this simple change can influence behavior for as long as six months. This mental tool is a huge asset for anyone trying to build a where self-motivation is key.
The effect is strongest when the question requires a simple yes or no. It works best when a “yes” answer aligns with our personal and social goals—the kind of person we want to be. Using the word “will” is also more potent than words like “can” or “would,” as it implies personal action and ownership rather than just ability or possibility.
Using Your Own Mind to Your Advantage
We’ve all felt the discomfort of cognitive dissonance—that feeling when your actions don’t line up with your values or goals. For example, if you see yourself as a disciplined person but you keep skipping workouts, that internal conflict is cognitive dissonance. Asking a direct question can actually leverage this feeling for good.
Imagine you want to turn your . If a friend asks, “Are you working on your business every day?” answering “no” creates a jarring conflict between your ambition and your reality. To resolve that discomfort, you’re more inclined to answer “yes.” Once you’ve said it, you’ve created a small commitment and reminded yourself of the path you need to be on.
This is especially effective with yes-or-no questions because they remove the wiggle room for excuses. There’s no space to justify why you couldn’t do something. You’re forced to confront the reality of your commitment. This is crucial when you’re and every bit of focused effort counts.
If you find yourself making excuses or lecturing someone else, try asking a simple, binary question instead. It’s a great way to generate motivation.
- “Will I go to the gym today?”
- “Will I reach out to a new client this afternoon?”
Just a yes or a no. No explanation needed. It cuts through the noise and forces a decision. I recently used this myself while on a run in Porto, Portugal. I came to a ridiculously steep hill and my first instinct was to stop. Instead, I asked myself, “Will you keep running to the top without stopping?” I answered “yes,” and that promise to myself was enough to get me there. It tapped into that internal and gave me a clear commitment.
Putting It Into Practice
You can use the question-behavior effect to gently encourage others, too. Asking a loved one, “Will you focus on eating healthier this week?” can lead to more meaningful change than simply telling them what to do. Whether it's for their health or their , this simple question can be a game-changer.
It’s also a useful tool at work. If you’re a waiter and want a better tip, asking happy customers “How was the food?” as you drop off the check is more effective than saying, “I hope you enjoyed your food.” Like Reagan, when the facts are on your side, a question becomes an incredibly powerful tool.
Ultimately, if you want to inspire positive action in yourself or others, stop making statements. Start asking simple, direct questions that align with the person someone wants to become. Once they answer “yes,” that intention is far more likely to become a reality.
