I believe any leadership training should include the best ways to address challenging questions. As a leader in your organization, you’ve probably received challenging questions for which you were not prepared with an answer. Did you improvise your way through an answer you weren’t happy with? Did you walk away stumped, kicking yourself for not immediately knowing how to respond?
Often, these questions are merely intended to put a manager or executive in the hot seat. Next time, dig deeper to find out what’s really behind that question. Don’t be afraid to speak up and tell that person:
Before I can respond to this question, what’s prompting you to ask me that?”
It’s a great question for clarifying leadership training issues and concerns in preparation for bringing them up later to discuss in detail.
Paul Cherry is a coach, speaker, consultant, and best-selling author. He specializes in sales effectiveness development, with an emphasis on asking smart, intuitive questions that help “galvanize” successful customer relationships. For the past two decades,he has worked with more than 1,200 organizations and businesses in a wide array of industries. Paul has been featured in over 250 online pubs and print magazines, including Kiplinger’s Personal Finance,Selling Power,Investor’s Business Daily, and Inc. magazine. His published books include Questions That Sell,Questions That Get Results, and The Ultimate Sales Pro.
Paul is founder and president of Performance Based Results, which delivers B2B sales training and performance coaching to teams and managers in corporations across the USA and Canada, including 175 of the Fortune 500, and 1,000-plus entrepreneurial, cutting-edge companies looking to dominate their niche markets.