When dealing with a hostile audience, business people are likely to face questions that challenge their credibility as well as those that question facts. The underlying message of a credibility question asks “Why should we trust you?” or otherwise indicates that the speaker’s CODE score is wavering. Greenberger’s formula for answering such questions is the “CAN Response.” The speaker must be caring, answer the question, and discuss the next steps, in that order:
*Caring. The speaker must establish empathy to be seen as trustworthy. A personal story is the best way to break through to people.
*Answer. This is where the speaker gets the message across. The message should be short, simple, and positive. In the case of a factory leak, for example, the message might be as simple as, “Everything is safe.” After giving that message, the speaker should provide two supporting facts. It is best if one of the facts is from an independent, third party. After the facts, the speaker should repeat the message.
*Next steps. The speaker should explain what is going to be done to rectify the situation. It helps to provide the audience with a source for more information, such as by handing out business cards or offering to answer questions to establish that the executive is dedicated to fixing the situation.
An executive can acquire and improve all the skills needed to communicate in tough situations through preparation and practice. In today’s environment, with the 24-hour news cycle and Internet access allowing any story to go global in an instant, executives must always be prepared.
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