|
What
makes questions difficult to answer?
Two basic problems: you
know the answer, but do not wish to give it to the person who is
asking, or you do not know the answer.
It’s just as simple as that.
How
many times have you said, “If only I would have thought of that
sooner”? What you may
realize is that most of the time the appropriate response was there
in your mind all the time just waiting to be spoken.
But what happened? You blurted out the first thing that got to your tongue, not
the best thing you could have said.
-
So,
how can you retain the same calm, poised professional demeanor
when you’ve just been thrown a curve?
There are five basic steps for success in responding to
all questions:
-
Listen - pay
attention to what’s already been said.
-
Pause to organize.
-
Repeat the question.
-
Give the one main
support.
-
STOP.
(Be certain that you do NOT end on an excuse.)
“Thinking
on Your Feet” by
Marian K. Woodall is an excellent book full of tips on saying
exactly what you want to say at exactly the right moment.
It contains sound theory, well-defined strategies and
specific examples to provide you with all the help you need to
respond well to questions under pressure.
I highly recommend it.
|
