Buoyancy Pt. I – Harnessing the Power of Interrogative Self-Talk in Sales

Selling is a genuine act of persuasion, but before convincing others, first you have to convince yourself. Common self-motivation tactics are typically declarative statements like “I can do this” or “I will win.” While this approach can be helpful, there’s research that shows interrogative self-talk is even more effective.

Interrogative self-talk involves asking yourself questions rather than making statements. Studies by Senay, Albarracin, and Noguchi have shown that individuals who engage in interrogative self-talk perform better in problem-solving tasks than those who rely just on positive affirmations. Why? Because these questions force our brains to look for solutions rather than simply supporting your existing beliefs.

Daniel Pink highlights two key reasons why interrogative self-talk works so well in sales: Encouraging Active Problem-Solving and Inspiring Authentic Motivation. When you ask yourself, “Can I move these people?” or “What needs to happen to make this sale successful?” you set yourself up to actively seek answers, strategize, and adapt. Additionally, instead of just forcing optimism on yourself, asking questions tap into intrinsic motivation. When you explore why you want to succeed, your drive becomes more genuine and lasts longer.

A couple examples of questions to ask yourself before a sales call include: “What does this prospect truly need?”, “How can I best help them?”, or “What objections might they have, and how can I address them?”

By switching from declarations to genuine questions, your call preparation is more strategic than just a little confidence boost. Interrogative self-talk helps salespeople stay sharp, adaptable, and genuinely engaged with their customers’ needs, developing both confidence and better outcomes in the long run.