Prepare for Counterquestions at the Molecular Level
When presenting an argument or proposal, expect detailed counterquestions that test your knowledge and preparation. Failing to answer them well can damage your credibility.
THE IDEA
Be Prepared for Counterquestions at the Molecular Level
Erikson describes the detailed questions he associates with his Blue profile:
Of course he won’t buy what you say straightaway. Surely it’s reasonable to give him the chance to ask some questions about what you’ve said. There’s a risk that you’ll face a host of counterquestions that will make you feel like you’re the one being evaluated.
- “How do you know?”
- “Who said that?”
- “How have you calculated this?”
- “Where does it say that it must be done that way?”
- “Why can’t I find this information on our intranet?”
- “Why did you wait until now to give me this feedback?”
- “Can I have a look at the supporting documents?”
- “Where’s the contract that regulates our billing?”
- “Are you sure we can’t add sixteen and a half hours to this bill?”
- “Hasn’t this been done before? I recall a customer four years ago who…”
You might not be able to answer all his questions, so you must simply decide how deep you want to go. You can always say, “That’s just the way it is; go back to work now.” But this is the worst thing you can do, at least if you want to keep his confidence. The only thing you’ve proven is that you haven’t kept track of the details.
When to use it
Presenting a business proposal to stakeholders who are known for questioning assumptions.
Defending a budget estimate in a finance review meeting.
Giving constructive feedback to a team member who may challenge the timing or sources.
Negotiating a contract where the other party demands evidence for every billing line item.
FROM THEORY TO EVERYDAY LIFE
In practice
Common Counterquestions
A list of typical detailed questions that challenge claims or proposals: “How do you know?” “Who said that?” “How have you calculated this?” “Where does it say that it must be done that way?” “Why can’t I find this information on our intranet?” “Why did you wait until now to give me this feedback?” “Can I have a look at the supporting documents?” “Where’s the contract that regulates our billing?” “Are you sure we can’t add sixteen and a half hours to this bill?” “Hasn’t this been done before? I recall a customer four years ago who…”
A MOMENT TO REFLECT
Put it to work.
When was the last time you were caught off-guard by a counterquestion? How could you have prepared better?
What strategies can you use to anticipate the most likely counterquestions before a presentation or meeting?
Why is it important to keep track of the details of your own work to maintain credibility under scrutiny?
CONTINUE THE CONVERSATION
Source texts
- Surrounded By Idiots (Thomas Erikson)