The_Essential_Manager_s_Handbook

RUNNING THE Q&A / 357

Staying in control

Clearly signal the start of the Q&A

session not only with your words

but through body language; an open

posture indicates you are ready for

questions. Stay in control of the session

at all times by directing the format and

focus of the questions. Although this

part of the presentation is unscripted,

there are techniques to help keep the

session focused:

-^ Keep questioners on track: if they
begin to wander off the point, you
could say, for example, “We’re
running short of time and I want
to make sure we return to the
immediate issue at hand.”
-^ Don’t allow audience members to
engage in their own separate debates,
or to interrupt one another. Step in
and direct the process with a quick
assertion of control: “Susan, I’d like
to hear your question, then we will
turn to the issue Brian is raising.”
-^ Seek to find common themes,^
or larger points that will get the
discussion back to a message:
“These are good points that deal
with different ways to reach the
goal we’ve been talking about.”
-^ Don’t dismiss questions even if^
it is clear that someone missed
a key element of your presentation.
Graciously repeat a quick summary
for the questioner without making
them feel awkward.

USE TOUCHSTONES

Keep repeating key words and

phrases—or touchstones—

in your answers. This will

emphasize crucial points

and help audience retention.

GOOD QUESTION!

Don’t overuse the response:

“That’s a good question!” or

it will lose its meaning with

your audience.

Tip

Tip

WRAPPING UP

Signal in advance your intention to close off questions, with a statement

such as, “We have time for two more questions and then I’ll wrap this up.”

Don’t just end abruptly after the last question is answered. Instead, take a

moment to summarize your key points and offer your audience next steps

or actions they can take. Be succinct in this final closing, and restate

without repeating what has come before. Remember to leave on an upbeat

and positive note, and thank people for their time and their attention.

In focus

US_356-357_Running_Q_A.indd 357 30/05/16 3:06 pm