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Sales Skills / Tell Stories That Sell / Lesson 27

LESSON 27 · TELL STORIES THAT SELL

Handle Questions Mid-Presentation

Practical ways to handle questions mid-presentation, keeping control while staying open.

Questions are a gift. Welcome them, then steer.

10 tipsEasy things to say7-day plan

10 tips that really help

These ideas come from Building a StoryBrand (Donald Miller), Pitch Anything (Oren Klaff), Made to Stick (Chip Heath and Dan Heath), and everyday practice. The first six help the most. Pick one and try it today.

TIP 1

Questions show interest

When listeners ask questions, they are engaged, so welcome them rather than fearing them.

TRY THIS
Smile and thank them.

TIP 2

Decide how to handle questions

Tell the audience whether you will take questions during or after, to avoid confusion.

TRY THIS
State your plan at the start.

TIP 3

Listen to the whole question

Interrupting or guessing the end often leads to the wrong answer.

TRY THIS
Wait until they finish.

TIP 4

Repeat questions for the room

In groups, restating the question ensures everyone hears it and gives you thinking time.

TRY THIS
Paraphrase it first.

TIP 5

Answer briefly and clearly

A short direct reply followed by a check works better than a long speech.

TRY THIS
Aim for thirty seconds.

TIP 6

Admit when you do not know

Offering to find out and follow up builds more trust than guessing.

TRY THIS
Write it down and promise a date.

TIP 7

Park off-topic questions kindly

Offer to discuss them afterwards so the talk stays on track without offending.

TRY THIS
Say let us talk after.

TIP 8

Return smoothly to your flow

Use a bridge phrase such as now, back to our second point.

TRY THIS
Prepare a few.

TIP 9

Thank people for asking

Gratitude encourages more questions and makes the room feel safe.

TRY THIS
Say thank you each time.

TIP 10

Prepare answers to likely questions

Thinking ahead about the toughest questions makes you calm when they arise.

TRY THIS
Brainstorm ten.

Easy things to say

When you are stuck, pick one of these. They work in many sales conversations.

WELCOME

“Great question.”

REPEAT

“So you are asking about price.”

ANSWER

“Here is my short answer.”

PARK

“May I come back to that in a moment?”

CHECK

“Does that help?”

THANKS

“Thanks for asking.”

Your first week

One small action a day. Each day is only a little bigger than the last.

DAY 1
Decide your question policy

DAY 2
Say it at the start

DAY 3
Repeat each question

DAY 4
Answer briefly

DAY 5
Park off-topic ones

DAY 6
Check you answered

DAY 7
Thank the asker

More lessons in “Tell Stories That Sell”

Keep going. Small steps every day make a big change.

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