Sales Presentations

6. Handling Questions

You should welcome questions.

They show the audience is interested and paying attention. (See Selling technique.)

6.1 Decide in advance how you will deal with questions.

• If someone has an objection to what you are saying, it is usually best to respond straight away.
• Handle one question at a time.

6.2 Listen carefully.

• Do not interrupt. If necessary, rephrase the question so it is clear to everyone what has been asked.

6.3 Keep your answer simple so the flow of your presentation is not interrupted.

If the question invites a complicated answer, say you will deal with it at the end.

• Direct your answer at the whole audience, not just the person who asked the question.
• Check that whoever asked the question is happy with your response.

6.4 Be prepared to deal with awkward questioners who may disrupt the presentation.

• If a question is worded in an aggressive way, do not take it personally. Concentrate on what is being said and keep your objective for the presentation in mind.
• If someone asks a series of difficult questions, say you will deal with each one separately at the end.

6.5 Admit it if you do not know the answer. Promise to find it out later.