If you're a trainer, there's one scenario that's almost impossible to avoid. It's the scenario where you see a hand going up.
The participant is about to ask a question.
And there's nothing wrong with the question, except that it's out of left field. The participant is asking: How do I blazaboo the configulation spectroconfiture on the grinolatieur?
You have no clue what's being asked.
Or you probably have a vague idea, but you're so tired that your brain refuses to function.
At this point, most presenters seem to hedge.
They either give a really crappy answer.
Or they say: I don't know the answer. Let me get back to you.
And getting back to the participant is fine, but why postpone the answer?
It's obvious you've been caught off guard. Why not get back onto the right footing again?
And how do you get back to your right footing?
Here's what I do: I'll turn to the audience. And I'll say: “Does anyone have the answer to this question?”
And invariably someone will have an answer.
Now at this point something wonderful occurs.
Not only do we get one answer, but we get several answers. And the answers are rich in examples, or applications.
Often, the question will lead to other questions and angles that haven't been
In fact, that's what happened in one of our live workshops A client, called Claude asked a question regarding marketing schools.
I of course had no clue what to say. I haven't marketed schools, and heck anyway, I was tired.I'd been on my feet for about two days, and a question out of the blue is like a bazooka aimed at your head.
So I simply turned over the question to the group.
And they came up with dozens of answers. Claude scribbled a sheet full of points. Points I could never have thought of, even if I was able to answer
And when everyone had finished giving him this gusher of answers, I was able to chip in as well. I was able to summarise, and also give him yet another angle.
Which is why you never have to play know-it-all.
Or the ‘I'll-get-back-to-you' person either. You can simply turn the question over to the crowd, and the answers will pour forth.
But there's a little clause you must pay attention to, before you begin your training.
You need to make your audience feel safe.
I first create a safety zone in every workshop, training or even on a course online. This means that the rest of the audience feels confident enough to pitch in.
And the way to create this safety zone is by announcing that it is a safe zone to begin with, and that no answers are silly answers, and that all discussions will be more than welcome.
Once you create the safety zone, you've set the stage for a great training session. But most of all when you see that hand going up, you don't feel fear.
Because now you can just turn to the rest of the audience and get the answers you need. What's more you end up creating an even greater safety zone.
And that's an environment where learning and discussion really thrive!
So in conclusion:
1) Don't hedge.
2) Turn the question over to the audience.
3) Make sure the audience is comfortable right from the start.
4) Use this method of turning the question to the audience several times over.
I sure do!
P.S. Have you read about The Brain Audit 3.2?
“It's like the first comic book in marketing!”
“As an infojunkie, I buy ALL the stuff about smallbiz marketing, and here's what makes Sean's courses stand out: while others mostly just dump info on you, Sean's passion is that you understand and absorb the material for easier implementation.
Earlier versions of Brain Audit had easy to understand structure and graphics, but this new one has a new secret ingredient: Cartoons. The cartoons along with The Brain Audit concepts help me absorb the knowledge faster and with more fun.
It's like the first comic book in marketing!”
Gabor Wolf, Marketing Consultant & Speaker
Judge for yourself: The Brain Audit- Why Customers Buy And Why They Don't
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