- Repeat the question to be sure you've
heard it correctly
- Avoid comments like "That's a good
question" or "I'm glad you raised that." (If you say that to one but not
others, it implies that the question was not as good.)
- Use eye contact, but not just with the one
who asked. Include everyone in the answer.
- Listen for the question behind the
question and answer both.
- When asked a difficult question, use a
technique called "shifting to the firm". You may not have the expertise or
knowledge, but someone in the firm does or you know how to get it from some other source. Every
member of the firm is entitled to speak about the firm's collective expertise.
- After the final question, repeat your big
selling point and call to action. "Well, I guess that's it. Thank you." is
not what you want them to walk out remembering.
About Kaye Vivian
Copyright 1997 by Kaye Vivian kvivian@cloud9.net. All rights
reserved. |
