Leadership Training: Answering Challenging Questions

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.

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Paul Cherry

For over two decades, sales expert and author PAUL CHERRY has helped B2B sales professionals close more deals in all major industries. As a recognized thought leader in customer engagement strategies, Paul Cherry has been featured in more than 250 publications, including Investor’s Business Daily, Selling Power, Inc., Sales & Marketing Management, The Kiplinger Letter, and Salesforce.

Performance Based Results

Paul Cherry is the president of Performance Based Results. PBR delivers intense, customized sales team training programs and sales management coaching to companies throughout North America. Paul has worked with more than 1,200 organizations, including 175 of the Fortune 500, plus more than a thousand entrepreneurial, small to mid-sized, cutting-edge businesses looking to dominate their niche markets. Clients typically get 7 times their return-on-investment (ROI) or better.

Questions That Sell

Paul Cherry’s top-rated bestseller, Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants (AMACOM) has been listed on BookAuthority’s “100 Best Sales Books of All Time” and has been published in four languages. He is also the author of Questions That Get Results (Wiley) and The Ultimate Sales Pro (HarperCollins Leadership).