by John F. Graham
Socrates taught us that questions are the most powerful form of communication. It is not only a great way to teach, but a great way to communicate in many situations.
A teacher will ask lots of questions and get the students responding and sharing ideas gently leading the group to the logical conclusions. Today veteran sales representatives, attorneys and professors frequently use questions to explore and guide the listeners in a desired direction.
Many have heard of the Socratic Method of using questions to control an outcome, but few of us really remember to use it on purpose. I challenge you to make one simple change in you communication. Simply use the questioning method to get yourself unstuck.
Carry on communicating as you always do. Just remember when you are in a tough spot and find yourself unsure of what to say next – ask a question. We all find ourselves at a loss for words from time to time. Ask a question.
When I meet someone new, I most always ask, “Where are you from?” This tends to open doors to all kinds of conversational options. I find this easy. But what if your boss says, I am really unhappy with the way this turned out? Our mind naturally wants to find excuses to save our hide. But what if you asked a question instead – For example: “How could I have reached a better conclusion?” Sure your boss could still scold you, but better to appear eager to learn and advance than to make excuses.
Gently stated and well placed questions will give you more control and wisdom.
John F. Graham is Co-Founder of Accelerated Professionals. Accelerated Professionals is a course for young professionals that bridges the gap between business operations and the board room. If you’re looking to increase your prospects of moving from support staff to management, our short 7 week course will give you the boost you need to present yourself confidently and get the executive staff to lean in when you speak.
by Ken Proctor
Back in the mid-90’s, I was applying for a position at a highly sought after footwear company. The job was in sales and I knew several colleagues had submitted their resumes. I had a friend who worked at the company, and through him, I was able to get my resume in front of the right person. I was told that from a large pool of candidates, twenty would be invited for an interview. The protocol was to whittle the candidates from twenty to fifteen, twelve, eight, five and finally two. I was further told that if I were to make it to one of the final two, I would be called in and asked one question to which there was no right or wrong answer. I would have thirty minutes to think about it, and then give an answer. The other candidate would be asked the same question and a decision would be made by the end of the day.
The interviews got progressively more challenging but eventually, I made it to the finals. As was promised, I was called in, and put in a small room. The man who would eventually be my Boss, asked me the following question: “You are trying to get a job selling pencils. The person interviewing you said; Ken, I am going to drop you off at an account downtown that we have been trying to sell pencils to for 19 years. And for the last 19 years, the buyer has been buying pencils from his Brother in law. Now, our pencils are the same quality, price, shipping, etc. Everything is exactly the same as the pencils that are now being bought. If you can get an order from this guy, I will give you a job. However be advised, this buyer is retiring tomorrow so it is a one shot deal. How do you get the order”?
With this, the interviewer got up, left the room and told me he would be back in thirty minutes for my answer. I started to sweat immediately. Ok, think..What is a point of difference on our pencils? None. How can I establish a relationship of trust? Buyer is retiring tomorrow so no time. Who is the next buyer? Maybe I can start a relationship with him/her? No – I was told it was a one shot deal.
Time was ticking away.
The interviewer came back in the room and asked for my answer. I confirmed that “there is no difference between the pencils”? “Affirmative”? I then came up with this off of the top of my head; “I would say this to the buyer; Look, you do not know me but I am trying to get a job with this pencil company. The guy interviewing me told that he would give me a job if I got an order from you but he never quantified it. I also know you are retiring tomorrow so if you could see your way clear to giving me an order for five pencils, you can retire tomorrow with the satisfaction of knowing that as you finish you career, you helped a younger man start his”.
I held my breath. The interviewer looked at me and told that this was the best answer he ever heard. I have always believed that we are people first and titles second. The business of business is business. But business is conducted by people.
The call came that afternoon, and I started with the company two weeks later.
Communication is not just what we hear. When it’s one-on-one or to an audience, what we say, how we say it and our body language implies a lot. Our confidence at the podium is everything.
How do you “kill the fear” of presenting to an audience? Did you know that fear of public speaking rates higher than the fear of death by 2 to 1?
That is why we devote so much time to this topic in the Accelerated Professionals training. We break down the process and give you live training and critique. In a small group setting, we learn about what the focus of the message should be – the “journey to one” and give out weekly topics that give you the opportunity to talk about things you know. Things you have a comfort level with. Practice makes perfect. First we have you craft a 1 minute presentation and present it to your small group. Then we have you move up to a 2 minute presentation given to the class.
Your success depends on these things:
Know your material. Be a SME (Subject Matter Expert) It’s easy to talk about what you know.
Practice. Don’t memorize your speech. Put some talking points on index cards or your iPad if that helps. You know the material, the talking points help you stay mentally organized and on the path to your “journey to one”.
Dress confidently. If you look marvelous, you’ll feel marvelous. It’s not called a “power suit” for nothing.
Video critique yourself. You know how to take a selfie. Do it with a video camera in your power suit and see what your audience will see. You may surprise yourself.
Enact Murphy’s Law. Well, in your mind. Bring an extra shirt, an extra power cord, look at your teeth for poppy seeds from your lunch bagel and leave early.
Don’t aim for perfection. No one is perfect – everyone knows that. Even if your power suit makes you feel like you have super powers, someone may show up to your talk and toss a piece of kryptonite at you. Just remember, the good guys always win. Take mistakes, misspoken words and anything else that is unexpected and have fun with it.We have a place for you among other professional superheros who need to practice their podium skills and more. Join Accelerated Professionals for 7 consecutive Friday mornings of learning, fun and self-discovery. www.acceleratedprofessionals.com
