CRISPNESS AND CLARITY IN Q&A

If you want to sound succinct, prepared and clear in
Question-and-Answer sessions, try the H-E-C-K formula.

H = HEADLINE

What is the overarching statement that sets the context for E.

E = EXPLANATION

What is the story….or what are the facts….that support the headline?

C = CONCLUSION

End by summarizing.

K – Keep quiet.

If you ramble, you risk saying something you don’t want to, or diluting the clarity and strength of the message.

Let me step you through a simple example.

You are asked the question, “Why are you choosing Proposal A?”

HEADLINE

“There are two compelling reasons why we are supporting this proposal.”

EXPLANATION

“Our customers will experience a seamless transition, and, in the long-run, it will save our division money.”

CONCLUSION

“Considering these facts, you can see why Proposal A would be the right choice for our organization.”

If there is a follow-up question, you start all over again with a new Headline.

While I teach this primarily for Q&A, you might find that this formula helps you organize your thoughts for any presentation.

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