We have probably all been on the receiving end of it or have been a witness to it. The presentation is completed, after which come the questions; some are fact finding, some seek clarification, while some are just plain really nasty. Perhaps the questioner is not trying to be mean, but the result is the same. All eyes in the room burn a hole into you the speaker, as everyone breathlessly waits to see how you are going to handle this incoming missile, that is thinly disguised as a question.
Some presenters splutter, nervousness sapping intellectual and verbal powers, while some give such a pathetic response we can see their credibility sail right out the window as they speak. Some get angry, assuring everyone there that they are not fit for higher responsibilities, because they clearly can’t control their emotions.
Do these questions come up? Yes, so there is no point imagining that we won’t have to face the meeting room moment of truth. It could be from an ambitious colleague, elbows out, trying to push past you to get the top job. It could be from a member of the board, totally underwhelmed by what you have said, or from a member of the audience, who takes umbrage at your line of thinking.Do we usually prepare properly beforehand, in the event that someone might decide to go after us? In 99% of cases the answer is “no”. The missile catches us off guard and we simply flounder. Trying to think on your feet, when your brain is on fire from nervousness is very hard. We put ourselves in harm’s way unnecessarily.
This is an embarrassment that can be easily fixed. Below are a few steps that will trounce your rivals, diminish your adversaries, and show everyone what a true professional you are.Most preparation prior to any presentation generally focuses on the content and not the delivery. Taking questions, by the way, is part of the delivery and not something tacked on to the main proceedings. When preparing a speech or presentation, we are in control of the direction. However, once the questions start raining down on us, sadly, we are no longer in command of the situation. The street fight has started and there are no rules. We have to recognise that reality.
The first step before the meeting is to imagine what trouble may lie ahead. Who will be in the room? Who has a vested interest in seeing you go down in flames? Who are the potential troublemakers and their acolytes, possibly beavering away at creating problems for you? What have been some of the historical issues between your section and other parts of the organisation? Will there be someone in the room still smarting over you getting his or her’s funding for last year’s project? What are some of the current burning issues that have a lot of money or prestige attached to them that would invite someone to slice you up in front of the assembled masses? Is your topic likely to engage strong opinions opposed to what you have to say?
Having identified the issues that are likely to become “hot” during the questioning period, let’s design some positive messages. Henry Kissinger, former US Secretary of State, gave a great piece of advice once when announcing at a press conference, “Who has questions for the answers I have ready for you?” It is an amusing display of raw honesty from a speaker, but also very smart.
Rather than moving straight into damage control, which can often appear weak, squeamish, shifty and dishonest, be ready to go on to the front foot. Be ready to put forward a strong positive message about the benefits of what you are proposing. Have at least two or three of these up your sleeve, for each issue that you have designated as potential trouble.
