What I'm going to give you next is a funnel, filling the weight. It's a list of eight questions which you don't have to memorize. But there are a couple of questions that are really great and I think Think you should ask them from time to time. They all make sense. Sometimes the answer is obvious, but sometimes it is not. And if you have this feeling like, "Ooh, maybe I'm missing something." You know what you're missing. In my experience, 90% of all the "uncomfortable" questions from the audience could be just safely filtered out. No harm done, not to you, not to the audience, maybe some harm to whoever was asking uncomfortable question. So the first question is, is this even a question? Because sometimes people give you a paragraph of text and then a slight upward inflection. At the end of the sentence. What's the question? If you're not sure, just ask. Seriously. I'm sorry is this a question or a comment. It's a comment, I guess. And then, you don't have to answer that Seriously. I mean, you can, if you you'd like to. But you don't have to answer comments. If you think that the group is getting some benefit from you commenting on the comment, well, yeah, why not. But you have to answer only questions. Maybe that comment was critical. In that case, I guess you have to answer that. And we'll deal with that later. We'll deal with that in the next segment in this week. If that's not a criticism, okay, I guess that's an opinion, thank you very much. Anyone else? Stuff like that. Sometimes, it's taking way too long. They've been talking for half a minute And they're not any closer to asking the question then when they started. In that case, I think you need to interrupt. I interrupt. I say, I'm terribly sorry, what's the question? Could you get to the question, please? And sometimes when the atmosphere is right, I can even make a joke. I can so, I'm very sorry, you have 45 minutes After that they're going to kick us out of this room. And then the audience laughs, and they kind of get it that they need to get to the question. For some people they need to talk to think, so they cannot formulate the question unless they say something. And this really helps them to formulate the question. Some motivation. Question number two. Did everybody hear the question? Once again. this is not about you. This is not about them, this is about the whole group. Did the group hear the question? Sometimes it's obvious but please make sure that people Heard the question. Sometimes you need to repeat the question to a group. For example, for large groups, if that person didn't have a microphone, you need to repeat the question to a microphone. Also it buys you some time to think. But that's an added bonus, really. It's not the main reason why you repeat the question. The main reason is- For the group to get the question. Question number three. Do I understand the question? Sometimes the question just makes no sense. And in this case, I clarify with the audience. I go, I'm sorry. Is this just me? Have you got it? And then nobody got it. And that forces. The person to clarify the question. Sometimes I can ask clarifying questions, but this could go for quite a while. Sometimes I can ask for an example, and this one is really dangerous. Sometimes they actually give you a brilliant example which just makes everything clear. But sometimes they give you A half an hour example which makes no sense so please be careful with this one I typically use it in for smaller groups not for larger audiences. And finally what you can do, you can paraphrase the question. You can sort of return the question to whoever asked it, and then is this the question? And then they go "yes" more or less. And then answer it. Sometimes people ask the same question twice, and then you’re like, I’ve for this question before, and then you need to ask, I’m sorry this is the same question or is it different, and then they will explain it to you. Question number four, Am I competent to answer? Please do not answer questions outside your area of expertise. Nobody benefits from that. You're not a walking encyclopedia. Seriously, all you need to do is to say well, I'm sorry this is really outside my area of expertise. I'm not the right person really but I think and then you can redirect this question. But then here's to him. I think you might have address this question. Sometimes the person you're referring to is in this very room. And in this case please do not throw people under the bus. If you need to redirect the question to whoever's in the room, ask their permission first. And the way you ask for their permission is non verbally You make a quick glance. You look at the person, and if that person is going, yes, yes, yes, yes, you redirect the question, but if he's going like, then you don't. You ask the group. You ask, who knows? Who's the Right person to answer that. And then they point to Steve. Sooner or later, Steve will have to deal with that. But you didn't do it. They did. And I think this important. Please do not throw people under the bus. Question number five. Is the question on topic? Sometimes it is. Sometimes it's not. If you're unsure Ask the group. Now this is a brilliant question. This is the best question. I don't know who came up with this idea. Maybe me. I don't know. Ask the group, anyone else has the same question? You would not believe how many questions just [SOUND] disappear magically when you ask the group. Sometimes you receive a very narrow, very specialized question. And it feels like the only reason that person was asking the question in the first place, is for him or her to parade his knowledge. Thinking and then you ask the group, anyone else has the same question. Anyone else understands the question, and they don't. And then you go, well you see, there's a very specialized thing. Let's talk after this whole thing is over. Please come to me was discussed. And they almost never come. Sometimes they do and where you have a very productive discussion but most of the time they don't. Next if the question is off topic you go I'm sorry I'm afraid. That's outside the scope of today's talk. Because this is not what the group gathered to discuss. And this, I think, is very important. Sometimes you need to discuss it even if it's outside the scope. Because the scope was wrong to begin with. But you need to check with the group. You think its outside the, yeah, ok, alright. I'm sorry, we'll discuss it next time. Or come to me After the Q&A, we'll talk, because that's an interesting question. Next, number 6, is the question important? Once again, check with the group. Anyone else has the same question? Nobody, okay. Come to me after the Q&A, we'll discuss it. Seriously this is a great thing, it has to be important. Sometimes though it is important, but the group is kind of oblivious and you need to explain. You need to sell, you need to clarify the question to the audience before you can answer. You need to make sure they understand the importance Of that question, because if you don't understand, who am I talking to? This is not a one on one conversation, this is a discussion for the whole group. Question number 7, do I know the answer? Sometimes I do, sometimes I don't. If I do know the answer, great, just answer to the person as well as to the whole group. And seriously, this is very important. Talk to the whole group. While you are answering the question, pay some special attention to the guy standing. But mostly, you talk to the whole group. Now direct questions require direct answers. If that person asks you a yes or no question, you need to answer yes or no, or explain why this choice is a wrong choice. Please answer questions especially if you know the answer. If you don't know the answer, or the answer is uncomfortable, then we'll discuss this in the next- Segment, this week. People ask me, should I say that's a good question? And the answer is if you feel like it, why not? I don't see any reason why not, seriously. What you shouldn't be doing, you shouldn't be saying that's a good question automatically because it sounds insincere. And the only way to combat that is to be inventive. To say that's a good question, that's a great question, that's an awesome question, that's a fantastic question. And I think that's application of your mind's limited resources. Think about content, perform. So if you feel like it, I think it's certainly worth it. Otherwise, just respond non-verbally. Let your voice say that this is, let your enthusiasm IN you answering say this is a wonderful question. And finally did I answer that question? Sometimes you're sure, sometimes you're not. In case you're not sure ask the person, did I answer your question? Ask a group, do you think I answered that? and if you do it. Well, excellent, carry on. Okay? Right? Who's next? Okay, let me wrap up. Question number zero, i guess. It's about the format. Are you taking questions during the talk? Or only after the talk? Should I raise my arm or not? Question number one is Is this a question? You don't have to answer comments. I mean you can but you don't have to. Question number two. Did everybody hear the question? And if they did that's fine. If they didn't you need to repeat the question. Number three. Do I understand the question? Does it make sense? Once again, sometimes it's pretty obvious but sometimes it's not. And you need to clarify do not try to answer the question you don't understand that's the rule. I guess. Question number four am I competent to answer? Please do not answer questions outside your sphere of competence. Nobody benefits from that. Number five, is the question on topic? Maybe it is, maybe it isn't. Clarify. Is the question important to the group? Not to you. Not to whoever is asking it. But to the whole group. Anybody has the same question? Anybody thinks that's an important questions? Ok, alright. Let's dig into it. Number 7. Do I know the answer? Sometimes I do, sometimes I don't, if I don't we'll discuss it later. And, did I answer that question? Check with the guy, check with the group. If you are successful, you are successful please next and that will be it.
