Everyone has had to deal with questions that are difficult, asked in an angry voice, or just plain hostile.
And, when you're caught off guard by such questions, it's easy to be thrown into a panicky state and not answer well, jeopardizing your credibility.
It's important to prepare for tough questions and practice answering them. You can’t anticipate every question, but writing down the ones you expect may be asked and then planning out your answers is just plain smart.
Here are some tips to help better handle tough questions.
Before your presentation or meeting...
Anticipate tough questions that might be asked. Think about who is in the audience and what their attitude is toward the topic and toward you.
Write down tough questions you might get. Think about the subject, the person who might ask it, and how you would approach answering it.
When you actually get the question...
If it's at all reasonable to do, and the question isn't extremely short or to the point, repeat the question back to the person who's asked it to make sure you have it right. In the couple of seconds it takes you to do this, your brain will be working on an answer!
Acknowledge the facts and/or emotions present. For example, “Bill, you're correct, we did go 27% over budget last quarter and I know you and others are very angry about it.”
If you do the acknowledgement well, and avoid using platitudes like, “I feel your pain” or “I hear you”, you can move on to the next step: providing information.
Finish your response with a sentence summing up your position or stance on the issue. For example, “With the new measures we've put in place, sticking to the budget will be much easier for all of us.”
Contact us to learn more about Corporate Training programs which feature ARM™ (Align, Respond, Maintain), Mandel’s proprietary model for handling challenging questions and objections.
What does the hit on Netflix called The Queen’s Gambit tell us about how to sell in a virtual setting? Actually, something very important.
Before we break down how this show teaches us the key to virtual selling let’s look at the backstory.
Sales professionals need a mix of soft skills to be successful. While rapport building is often considered the top sales skill, listening is the most critical skill for closing sales, and building long-term client relationships.
Learn 3 crucial tips to closing sales, and why listening is the top sales skill of 2021.
Gratitude. Appreciation. Recognition. It makes you feel good. This week in the US, many will pause for a day or two to give thanks and show appreciation for the things and people we care about most. It’s no secret how appreciation benefits the person getting it—but did you know it benefits the person giving it just as much?
Discover why recognition is such a powerful tool for improving relationships and wellbeing in life—and at work. Learn how to (and how NOT to) express your appreciation to others.
People in communities across the globe are adjusting to communicating while wearing masks. As we’re all experiencing, masks present both verbal and non-verbal communication challenges.Given this, we’ve prepared 5 tips for effective communications while wearing a mask, and compiled several insightful articles from leading publications on additional best practices.
Customers coming to a user conference aren’t there for the fanfare, they’re there for the expertise. If you’re an expert speaking at a user conference, you’re highly knowledgeable and passionate about your topic, but you might not be an expert at speaking in front of an audience. Here are five practical tips that you can implement right away for any upcoming speaking event.
Read the blog and learn how to make your next team offsite your most productive yet.
TED Talks have become a go-to example for how to give an engaging presentation from the big stage. They can be informative, inspiring, and often incredibly entertaining. But is the TED Talk format right for a business presentation delivered in a conference room? Probably not — but the skills used by TED Talk presenters definitely are!
Learn how to identify what goes into a successful TED Talk and how to make those skills work for you in your everyday business presentations.
Learn Mandel’s 3-step model for skillfully responding — not reacting — to tough questions with confidence and ease.
- Welcome to the Future of Sales (Hint: It’s Virtual)
- Listen Closely: Your Company Culture Depends On It
- How to Deliver Impactful, Engaging Hybrid Meetings
- Leading a Virtual Team Means Doing Things Differently
- Are You Really Listening?
- 4 Listening Tips for Improving Your Virtual Meetings
- The Irresistible Power of Stories in Virtual Selling
- The Top Sales Skill for 2021!
- Top Virtual Communication Mistakes – and How to Overcome Them in 2021!
- Tell a Story. Close a Deal. Even on Zoom.