| Boy, did I look stupid! I was facilitating my first | | | | encourage active participation: |
| sales training class back in 1994. The course had | | | | - What methods can you use to overcome this |
| 30 minutes earmarked for a group discussion. So | | | | problem or challenge? |
| I asked, "Does anybody have a question?" | | | | - What else can you try? |
| You could hear a pin drop. The room was silent | | | | - Who else can help you? |
| except for the rapid beating of my heart. So I | | | | - Why are you hesitating to ask for assistance? |
| asked, "What's your best technique for selling | | | | - How can you lead your team through this |
| accessories?" That generated a dozen answers. | | | | challenge? |
| We soon had an enthusiastic discussion about | | | | Three phrases you can use to steer the |
| sales techniques. | | | | conversation back on track: |
| By asking better questions, I was able to | | | | - And, on that note... (refocus the conversation |
| generate a great group discussion. | | | | back on track) |
| When people attend a meeting, they want to be | | | | - As a reminder, we want to focus upon... |
| heard. They want their ideas to be discussed and | | | | - That's a great comment and we will cover that |
| respected. Promoting group discussions makes | | | | in depth later in the program. But right now, let's |
| your presentations more interactive, allows you to | | | | focus upon... |
| generate better group decisions and improves | | | | Three phrases you can use if someone is |
| your team's performance. | | | | dominating the conversation: |
| More than a decade later, I've developed a list of | | | | - That's a good point for a future seminar. Let's |
| questions to stimulate group discussions. I also | | | | discuss it after this current session is over. (i.e. |
| have a list of key phrases you can use to steer | | | | make it a "Parking lot" item) |
| the conversation back on track, deal with | | | | - Thank you for contributing that. While it is |
| someone who is dominating the meeting and | | | | outside the scope of today's program, I can |
| transition from one topic to another. | | | | follow up with you after the session. |
| Ten questions that generate group discussions: | | | | - Let's hear from someone who has not had an |
| | | | opportunity to speak yet. (Now, direct a question |
| 1. How do you feel about that? | | | | by name to someone who HAS NOT spoken |
| 2. What do you think about this idea? | | | | very much.) |
| 3. How can you apply this technique in your work | | | | Five phrases you can use to segue way from |
| life? | | | | one topic to another: |
| 4. How can you apply this idea in your personal | | | | - And, to build upon that (previous idea)... |
| life? | | | | - In addition... |
| 5. Who has faced a challenge like this before? | | | | - On a related topic... |
| (Show of hands) | | | | - On a different topic... |
| 6. How does this new idea (or product, or policy) | | | | - Now it is appropriate for us to look at... Use |
| affect your day-to-day work life? | | | | questions and phrases like these to stimulate |
| 7. How does this affect your personal life? | | | | group participation during meetings. It will make |
| 8. How does this affect your team/department | | | | your presentations more interactive, allow you to |
| division? | | | | generate better group decisions and improve your |
| 9. What impact does this have on your clients? | | | | team's performance. |
| 10. What impact does this have on your industry? | | | | © 2008 Reflective Keynotes Inc. |
| Five additional questions you can use to | | | | |