The First Date Experience: The power of Questions (and Answers)

The #1 and single most impactful lever you can pull to win during an oral presentation is mastering how you ask and answer questions.

Think back to your first date with the greatest love of your life. Sure, there might have been some undeniable physical attraction🤩. There was probably plenty of laughter too😂. But I can GUARANTEE this: the one thing we all share from that first date is that the conversation was stimulating. And by stimulating, I mean it was filled with questions and answers that built connection, trust, and curiosity. The magic of a first date lies in how well you connect through Q&A 🌹

When it comes to winning pursuit orals, keeping this "first date" Q&A experience in mind will serve you well. In my experience, teams often find the Q&A component of a presentation daunting—perhaps even nerve-wracking. But here’s the truth: it can either build trust and connection with the client or completely derail it.

𝗧𝗵𝗲 𝗥𝗲𝗮𝗹𝗶𝘁𝘆: Q&A is something you can prepare for and execute with intention. I believe it is the single most impactful element of an oral presentation and can be the tipping point to a win. When done right, Q&A is raw, authentic, and real. It cuts through the noise and the BS and lays the foundation for "I can help you be successful." It’s where you show the client what working with you will actually feel like.

𝗔𝘀𝗸 𝗬𝗼𝘂𝗿𝘀𝗲𝗹𝗳:

•   How much time do I dedicate to Q&A preparation?

•   Do I see Q&A as an essential part of building a compelling story?

•   Do I practice being agile in Q&A or rely on rehearsed, stock answers?

𝗛𝗼𝘄 𝘁𝗼 𝗖𝗿𝗲𝗮𝘁𝗲 𝗮𝗻 𝗘𝗳𝗳𝗲𝗰𝘁𝗶𝘃𝗲 𝗤&𝗔 𝘀𝗲𝘀𝘀𝗶𝗼𝗻:

Set aside dedicated time for Q&A prep. I typically recommend 90 minutes of protected time to focus purely on this component. Remember, teams that do this consistently WIN more. And before long, you might find that even 90 minutes isn’t enough.

Asking and answering powerful questions isn’t just a skill—it’s a superpower. Send me a message, and let’s work together to make it yours. Also, check out my previous posts on winning with pursuit teams https://lnkd.in/ev-uScSF and effective oral presentation preparation https://lnkd.in/eVQzzzh6