Yikes…
There’s a lot going on, isn’t there? And uncertainty begets questions, lots and lots of questions. I bet you’re being asked to justify, simplify, clarify and/or defend, explain, project on a regular basis.

Every Questioner
has their own set of needs and expectations, as well as (putting this kindly) their personal point of view. And there you are, trying to answer their questions while continuing to sound like the accomplished professional you are, as you steer around office politics and power trips, hopefully making your point in an open and friendly manner.

This Isn’t Easy
but it’s part of the job. And it is increasingly more noticed and valued when it’s done well. Although I can’t provide your specific answers, I can offer a framework and a way of thinking about questions and preparing for questions.

Why Are They Asking Me This?
Let’s start with your attitude. Yup, yours; not theirs. If you’re already thinking something along the lines of: they’re just trying to put forth their own agenda or trying to trip me up or pontificate, you’re already anticipating negativity. This puts you in a defensive posture. Not good.

Instead, Reframe
Welcome questions as the opportunity they are. They’re actually a goldmine, giving you the chance to convert the questioner to your viewpoint, give them new details or share a fresh perspective. You might hear a new objection you hadn’t thought about. And remember, if you don’t know what the objection is, you can’t address it. If a question is important enough for them to ask, it’s important enough for you to see the value it has for them. Be patient.

What’s The Q Behind The Q?
I believe that underneath all the verbiage, what most questioners are really looking for is reassurance. They want to know that you know; that you’re on top of it. They want to feel reassured. Keep that in mind. If you don’t know the answer, reassure them that you’ll get the info (and specifically when you’ll get back to them).

Take A Beat
We’re all moving quickly, trying to do more with less, which leads to a communication style of jumping on an answer. A question is asked and bingo! you immediately start your answer. Instead, take a moment to gather your thoughts and figure out what you want to say, before you start talking.

Take A Beat is a theatre term for a mini-pause, literally a heartbeat. Ideally, you do this silently, not using filler words (Umm…, Yeah…, Well…, So…) or saying something like “Great question.” or “Thanks for your question.” Two seconds of silence can cue your audience that you’re thoughtful, taking the question seriously and about to say something worth listening to.

Say Less
It is not about how much you can say, but rather how much you can edit out. Try and lead with the point. Your very first statement should be the bottom line. Stop sooner than you think you want to. They don’t need every detail; they need to hear your wisely-edited version.

Preparation
You’ve been at this long enough to know the kinds of questions you’re likely to be asked. Write them down: the good, the bad and the ugly. The ones you want to answer, the ones you dread and everything in-between. And then, and this is the key, practice your answers out loud in advance. I know, I know, it seems silly, but please take my word for it. You do not want to be putting together the words to your answer for the very first time when you’re “in the room” or “on the screens.”

Any Questions?
Seriously, feel free to ask me (diane@dianeripstein.com) anything you want about this post, and I will most assuredly respond with…ta-daaah, Answers!
Be well.

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