Did you ever have a negative person in a meeting (not the decision-maker) do everything possible to sabotage your presentation? Did it throw your confidence off? Did you feel like you were losing control?
Negative listeners cannot be eliminated, but they can be managed. Here are 5 tips for surviving isolated displays of presentation sabotage:
Avoid Surprise Attacks
- See if you can get a handle on everyone’s views before the meeting.
- Be in touch with each one before the meeting, or do some detective work when talking to your supporters as to who will be at the meeting and what their likely positions will be.
- During discovery, identify the likely problem person by asking questions regarding perception of issue, options being considered, why, and degree of urgency for a solution like yours
Plant an Ally
- Is there a senior person you can enlist to “handle” this negative person?
- Is there a supporter of yours who you can turn to when the negative attitude pops up?
Be “Agreeable,” But Not “In Agreement”
A client was presenting an overview of her software services, when one listener
said he only wanted to see much more detail than she was showing. Given the agreed upon expectations of the meeting, what he was asking for was neither feasible nor desirable. Resisting the urge to tell him he was being a darn nuisance (!), she said, “I appreciate that you are interested in learning more about how our software can help.“ (Acknowledge him first. Then, give a response that is focused on his interests as well as yours.) “Since that is beyond the scope of today’s meeting and time allotment, let me suggest two things. One, you will get a good sense of how we can help from what you see today. And, two, we can easily set up another longer session to dive into the details, where you will also have the necessary time to see specific applications to your area.’End with a (very) brief, pleasant look at him and return to your presentation.
Let the Group Take Care of Him
- Turn his issue to the group and ask them what they think. More than likely they have seen this behavior before and will be quite happy to squelch it, so that you can continue.
- (Of course, if they all agree, then you may want to set up that meeting right then.)
Prepare
Like the Boy Scouts, be prepared. There is a likely, limited list of objections and concerns that you and your colleagues hear regularly. Share them and share how you all respond to them, so that you are never thrown off your game.
“People do not plan to fail, but they often fail to plan.” When you present, shoot for the best outcomes, but prepare for the difficult nay-sayers as well. They are an inevitable part of business life, but they do not need to destroy your business.
Anne Miller
Words Matter – Make What You Say Pay!
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3.I keep finding really useful online services. This one is for firms that want to show online demos that are tailored to potential customers. Check out Demochimp.Very clever.