Never Be Blindsided by an Unexpected Question Again
We’ve all experienced being asked a question we did not anticipate. In that moment, we are eager to respond, but later, a better answer comes to mind. We wish we could rewind and deliver that better response with clarity and poise.
Why were we thrown off-guard? In stressful moments, our thinking often becomes clouded. However, when we’re relaxed — like in the shower — our minds work more clearly, free from pressure.
One of the most insidious traps we fall into when answering an unexpected question is THINKING OUT LOUD:
- We start drafting and editing our answer as we speak, which often leads to rambling and ranting through disjointed thoughts.
- Phrases like “and another thing…” make the response unclear and unfocused.
What should you do?
In hindsight, the solution seems simple. Here’s how to handle unexpected questions better in the moment:
Step 1: Listen carefully
- Take a moment to fully understand the question.
- Paraphrase the question back to the person asking it. This not only buys you time to think but also shows you’re actually listening.
Step 2: Formulate three key points in your mind
Step 3: Organize your answer
- Start your answer by indicating the three points you will touch upon.
- Expand on each point, then
- Reference the three points again for clarity.
EXAMPLE:
Question: your law firm is small so I’m wondering how you can compete with the large law firms for a complex acquisition of this nature.
Paraphrase: if I understand you correctly, you have a concern that because we’re not a large firm that we may not have the capability to carry out a complex acquisition of this nature… Am I right?
Assuming you’re right, you will formulate three thoughts — perhaps something like these:
- 1 expertise
- 2 experience
- 3 efficiency through project management
So your answer might sound something like this:
Your concern is understandable and I’m delighted to put your mind at ease. I’m going to touch on three things:
- 1 our expertise
- 2 our experience
- 3 our efficient use of project management to help you achieve a great result
Next, repeat these three only this time, expand on each one:
- 1 Our expertise: members of our firm have operated in the capacity of regulators in the government agency that regulates mergers and acquisitions. Also a number of our members have practice experience in this area, working with some of the largest most prestigious firms in the world on extremely significant matters.
- 2 Our experience includes dozens of matters of this nature.
- 3 Finally, our efficiency. We take very seriously the efficient and effective deployment of our team. In order to do that, we are trained not only in law, but in project management. We manage our projects with the same precision as engineers manage the building of complex structures.
So, in summary, the reason you can be comfortable and confident, using us relates to three things:
- 1 our expertise
- 2 our experience, and
- 3 our efficient use of project management to help you achieve a great result
Conclusion
So, when surprised by a question, you weren’t expecting, remain calm… actively listen seeking clarification and while you’re listening, and thinking further, put together three bullet points that you think are relevant and applicable to giving comfort to the person who asked the question. Most importantly, deliver your answer in the organized, structured manner described above rather than simply starting into an answer that may find you in the “thinking out loud” trap and being seen as someone without clarity and without confidence.
As always, I’m interested in your comments and would be happy to discuss and compare experiences. Please feel free to email me.
Gerry Riskin
Author’s Note: This article features an AI-generated mini-podcast courtesy of NotebookLM. Please listen and let me know if you found it helpful in understanding the gist of this post.