If you’re making a presentation, or even just sitting in a one-on-one meeting, and someone throws out a question, or even an objection, it seems only natural to respond directly to it.

But that’s not always the best approach, for a variety of reasons. First, you may not really understand the point they are raising (for that matter, the other person may not themselves really understand the issue they are raising). If you respond, more or less blindly, then you may fail to address the issue; worse, you may open up other issues.

Continue reading → 5 savvy steps to take in responding to questions and objections