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Outcome Focus™ Solution
Use as a training tool: Present the situation below to the group and have them brainstorm how they would best handle the situation. Then share the Outcome Focus™ answer and see how it relates or differs from solutions the group found. Situation: Anne, as a manager I am often running meetings and am not sure when is the best time to take questions. Should I do it at the beginning or the end? When I do it at the beginning, it seems that people can derail the discussion and I fight for air time to get us back on track. At the end of a presentation it can seem to be rigid to hold them off. So which is best to do? Outcome Desired: That totally depends on you, the outcome you desire and on the degree of acceptance or resistance there is to what you are talking about. So let's assume you are dealing with an area that is of high resistance. Other Person's Perspective: They want to protect themselves. They are looking for the right information in the right way. They want to do what is best for the company. Best Handled: If there is a high amount of resistance, it’s better to table questions until the end, but voice what you believe to be the resistant questions in your audience’s mind. For example, today we’re here to talk about a new payroll system. Now many of you may be thinking, ‘Why do we even need a new payroll system? Why does management keep complicating things?’ I'm going to share with you why we’re doing a new payroll system, what the benefits are to you, and how we will put it in place. After I've shared that I will open up the floor for any questions. If you think of any questions while I’m talking, please hold them until the end so I can make sure I honor the time constraints for everyone in the room. If you are a person that hates to have questions, I highly recommend that you always let your audience know you will take questions at the end of the presentation. The key is to say this in a tone of voice that doesn’t sound as though they're bothering you if they ask questions in the middle. When you learn how to present properly, you will find that the questions you get are very thought provoking and add to the presentation because the audience understands your messaging and how to interact with you.
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I used to have 300 sales people giving 300 different sales presentation messages. I now have 300 people delivering a consistent message in their own authentic style.
-Brad Boyer,
American Woodmark
If you had ever told me a group could transform so much after just two-days I never would have believed it. The power of sustaining it afterwards with your long-term coaching/HOT sessions has caused everyone to constantly apply this way of thinking. Our discussions, meetings, and trust have gone to such a higher level. As a Vice President that makes my job so much easier. We no longer avoid the elephant in the room!
-Tricia Dege,
HealthPartners
