How do you handle questions and objections from your audience?
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Before you deliver your presentation, you should anticipate the possible questions and objections that your audience might have. Think about their needs, interests, concerns, and objections, and prepare clear and concise answers that address them. You can also use your presentation to preempt some of the questions and objections by providing evidence, examples, and testimonials that support your main points.
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In preparation of my material, I generally will ask the questions myself that I know ahead of time the audience does not want to ask in front of the superiors. For the most part, when I am asked a question, it is the same questions I am always asked in all my presentations. With that said, I wait until the question is completely out, I rephrase the question back to the person, and then answer it with a smile on my face. Most people do not want to be interrupted and will take questions at the end, but I like taking them right away when I am on a certain slide deck. Or I will ask the question that I know they are wanting to ask. I use certain pictures in my presentation to suggest the right questions.
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I always ask my audience in advance if there is anything they’d like to discuss. I also ask other people who may have presented to this audience what they are interested in. Finally, any number that’s slightly different, I expect I’ll be asked about and am prepared with answers.
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It's almost impossible to anticipate all questions ahead of time. A FAQ for common questions is helpful. One struggle I've encountered is that some questions take up a disproportionate amount of the Q&A time resulting in only one or two questions being answered. To prevent this I usually open up some kind of form or site that allows users to input their questions as the presentation goes on. That way I can see the amount of questions I have in my queue and appropriately allot time to answer them.
During your presentation, you should encourage your audience to ask questions and raise objections. This shows that you value their input and feedback, and that you are open to dialogue and discussion. When you receive a question or an objection, you should listen carefully and respectfully, without interrupting or arguing. You should acknowledge the question or objection by repeating it, paraphrasing it, or asking for clarification if needed. This shows that you understand the issue and that you are not avoiding it.
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Cutting a person off asking a question or making a statement is not listening! Doing this will frustrate the person asking the questions, and once that person is frustrated, I believe you have lost that person the rest of the presentation. I normally pause a few seconds, rephrase the question or statement, and thank that person for speaking up. It truly helps to be confident in knowing and understanding your material and if you don't know the answer then just state you don't know, and you will get the answer back to them later. Being nice when that controversial question/statement comes, is the best route. When you are leading your students to ask questions or speak in any capacity, you know they are truly wanting to learn. Listen!
After you listen and acknowledge the question or objection, you should answer it with confidence and clarity. You should use facts, data, logic, and examples to support your answer, and avoid vague or irrelevant responses. You should also relate your answer to your main message and goal, and show how it benefits your audience. You should avoid using jargon, acronyms, or technical terms that might confuse your audience, and use simple and clear language instead.
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Clearly clarify the point when it's asked, if you can make the answer as a part of presentation by circling the answer into your presentation which clarify the question raised.
Once you answer the question or objection, you should confirm that you have addressed it satisfactorily. You can do this by asking the questioner or the objector if they are satisfied with your answer, or by summarizing the key points of your answer. You should also thank them for their question or objection, and show appreciation for their participation and interest. Then, you should move on to the next question or objection, or to the next part of your presentation, without dwelling on the issue or losing your focus.
Sometimes, you might encounter difficult situations when dealing with questions and objections. For example, you might face a hostile, aggressive, or rude questioner or objector, who tries to challenge or undermine you. You might also face a complex, unclear, or irrelevant question or objection, that is hard to answer or address. In these situations, you should remain calm, polite, and professional, and avoid getting defensive, angry, or emotional. You should also use techniques such as reframing, redirecting, or deferring the question or objection, to avoid getting stuck or sidetracked.
Questions and objections are not threats, but opportunities to engage with your audience and demonstrate your expertise, credibility, and confidence. By following these tips and techniques, you can handle questions and objections from your audience effectively and confidently, and deliver a successful presentation.
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Sometimes you may not know or be able to answer the question immediately. It’s totally fine to say “let me get back to you on that.” Just be sure to note it down and actually follow up after the meeting.
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It's hard not to feel defensive when you have a particularly aggressive objector. Before retorting with something equally aggressive, which ultimately makes the situation worse and makes you look unprofessional, take a beat to understand their motivations. What is the root of their concern? Are they frustrated? Don't be afraid to punt probing questions back - "Could you explain what you mean by that in more detail?", "Do you mean XXX?". If someone wants to argue for the sake of arguing, just say "Can I reach out to personally to discuss this?"
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