How do you answer a tough question in a meeting?
Make it a sandwich. Confirm the question, give your answer, then check that it got at what they were asking.
What I say in the video
The check-in sandwich: two slices of bread, your answer in between.
Top slice: confirm you've got the question. Repeat it, paraphrase it, or ask for clarification. The meat: your answer. Bottom slice: "Did that get at what you were asking?"
Here's how it sounds: Someone asks, "How are you handling the budget overrun?" Top slice: "Are you asking what caused it or where we go from here?" The meat: "We've identified three places to pull back in Q4 without impacting delivery. I'll have a revised forecast to you by Friday." Bottom slice: "Did that get at what you were asking?"
Don't run this on every question. It can get formulaic fast. Use it when a question is complicated, when you wanna buy yourself a minute to think, or when you wanna make sure you're answering the right thing.
What I didn’t say in the video
People skip the top slice because any pause feels like stalling. Listeners don't hear it that way. Repeating the question back sounds like you care about getting it right. Nobody in the room knows you're also using those three seconds to find your first sentence.
Try it today
Next time a question catches you off guard, repeat it back before you answer. Notice how much easier the first sentence comes.
Bill Smartt is a New York executive presence and public speaking coach and the founder of Smartt Talk. He works with leaders in financial services, tech, advertising and startups.
