CHAPTER 12

Handling Q&A withCredibility and Finesse

Before I refuse to take your questions, I have an opening statement.

—RONALD REAGAN

You have just concluded your powerful, persuasive presentation. Feeling confident, you pause, and with a sparkle in your eye, you step forward and say, “I welcome any questions or comments you may have.”

With all the preparation and hard work you put into your presentation, answering the questions should be easy. However, many of my clients tell me the Q&A session strikes fear and dread in their hearts, especially if tough, critical-minded decision makers are in the audience. Preparation is the key. By following these simple and proven techniques, you will be perceived by listeners as credible, confident, and ...

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