Answering The Tough Questions

Imagine you are in the boardroom. You have just finished your presentation for the latest strategic project to the CEO and other organizational executives. At the end of the presentation, you have written "Questions?" on the last side. You take a deep breath and maybe hope no one asks you any questions at all. You should be so lucky. 

The common practice among professionals is to expect the Big Q and the little Q's. That is, prepare for the little questions and expect the big question -- the one you maybe weren't sure about at all. The little questions are things that are easily anticipated and that maybe you felt like you answered in the presentation already. The big question should also be anticipated. If you sold your position correctly, then the big question is out there looming waiting to be asked. You directed your audience toward asking it.

No matter how much preparation and planning you have done, there is always the chance that someone will ask you a question that you have not anticipated. It will be that off the wall, "where did that come from" inquiry. The answer is important. More important, however, is the manner in which you handle the question. Do you appear shaken and caught off guard, or do you respond smoothly or use it to teach, educate or inform your audience in another way?

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Although the inexperienced may feel they have to have a response to everything, it isn't required. Seasoned presenters know that sometimes the right answer is, "I will have to get back to you on that one." Either the response it too complicated to be discussed in the forum, the answer requires an at length discussion, or you simply do not know the answer. Depending on the situation, there is nothing wrong with saying, "You may have to Google that one."

Most importantly, the question-answer portion of your presentation should strengthen your pitch and inflate its image, rather than deflate it and send it sailing across the room. When answering the questions, you can continue to control the conversation and steer the responses toward support of your project. Politicians are especially adept at this technique.

If you have conquered the ability to answer the tough questions, the unforeseen asks, then you may be able to turn the tables and actually ask the questions yourself. This is when you demonstrate true knowledge not only about your subject matter, but about the audience themselves.