Here are a few things to remember when responding to questions.
Repeat the question. This is a standard technique, and for good reason. In larger rooms, people often cannot hear what has been asked. Repeating the question for the whole audience avoids confusion — and helps you verify that you've heard the question correctly, too. If, however, the room is small enough, the questioners have microphones or they ask their questions in a conference call, you don't need to repeat the question just for the sake of doing so. (However, if it's a tough question, then repeating it can buy you time to compose your thoughts.)
They aren't all winners. Years ago, someone came up with the idea of congratulating every questioner on the brilliance of his inquiry. This was a subtle and effective psychological tactic until everyone started doing it. If someone asks you when purple ThinkPads will be available, appearing delighted with the question will only make you look insincere. By all means, comment on a question if you have something to say ("A lot of customers have been asking that; I'm glad you brought it up.") but don't do it as part of a question-taking formula.
Be direct. The beginning of any response to a question should be a short, simple sentence. If you're asked whether IBM plans to offer ThinkPads in different colors (to pick an unlikely inquiry) do not begin your answer by listing the many design awards our all-black line has received. Just say 'No,' and then expand on that if you feel it's necessary.
Answer and move on. It's usually the Q&A sessions that turn a 20-minute presentation into a 45-minute marathon. Yes, the give-and-take of a conversation with the audience can be extremely valuable, so you should be listening closely for questions and issues that you hadn't anticipated. But don't let the Q&A drift from topic to topic. Answer a question, confirm that you have provided a satisfactory answer, and move on. Realize that for each person asking a question, there may be another person in the audience who was ready to agree with you when you hit the last slide, and now you're just annoying him or her by extending this presentation past its deadline or interest level.
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