Speaking up
How to answer a tough question after you present
You’re talking to Dan, in the audience. The goal: stay calm, answer directly, and say what you’ll follow up on if you don’t know.
Your first line
Dan starts with “Thanks. I’m not sure the numbers back that up, though. Where did you get them?”
“Fair question. They’re from our sales dashboard, January through June of this year.”
Answer first: one line that answers exactly what he asked, the source, before any explanation.
What Dan might say, and what to say back
Dan: “That’s not what I saw in last quarter’s report.”
You: “That could be the time frame. Mine is January to June. Which number did you see? I’ll compare them side by side.”
Dan: “So how sure are you about that?”
You: “Sure on the totals. I don’t have the breakdown by region, so I won’t guess at that.”
Dan: “Can you get me the actual source?”
You: “Yes. I’ll send you the dashboard link and my notes by 3 today. Does that work?”
Two things that trip people up
- Getting defensive, or bluffing a number you’re not sure of.Say what you know, name the gap, and give a time you’ll follow up.
- A long explanation that never says where the numbers came from.Answer the question in one line first. Then add the detail.
Now say it out loud
Reading the words isn’t the same as saying them. Practice this one with Dan pushing back like the real person would. Then your coach, Lee, fixes your exact words. The move to focus on: Answer first.
Practice this one free3 free reps a day. No sign-up. Out loud or typed.