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Rambling answers make you look uncertain in
meetings and during presentations. So if you
want to come across as confident in Q&A, keep the
answers tight.
Make you’re answers pass the “Cell Phone Test.”
In other words, your answers should be tight
enough so that if you’re cut off before you’re
done - as in many cell phone calls -- the
questioner will still get the substance of your
answer.
Most questions can be answered in one or two
sentences. Anything beyond that is
explanation. But getting those two key
sentences out first ensures that you pass the
“Cell Phone Test” and sound confident.
Here’s an example:
Question:
“Why are we having such a tough time closing
this sale?”
Answer that fails the “Cell Phone Test”:
“If you think back to how we first got this
contact, the key decision-maker was most
interested in a program that would ensure their
sales people had all their training in five
months. We started creating this training
six months ago and we’re still working on coming
up with a program. Meanwhile . . . . .. . .”
Answer that passes the “Cell Phone Test”:
“We haven’t been able to close this sale because
we haven’t been able to show the final training
schedule to the client. . . .”
The first answer comes off as rambling and makes
the answerer seem uncertain. The second answer
gets right to the point; it passes the “Cell
Phone Test.”
Once your answer passes the “Cell-Phone Test”
you can then explain with a few extra sentences.
But giving the substance of the answer quickly
enables the listener to get the idea
without waiting.
And you'll
sound very confident.
At Speechworks we help our clients learn how to
communicate in a way that connects and
persuades. If you’re interested in becoming a
great communicator give us a call at
404-266-0888 or check out our website at
www.speechworks.net |
