How to Answer a Loaded Questionposted by Anna Mar, June 03, 2013
What Is It?A loaded question is a question that's based on an unjustified assumption.
Loaded questions are generally used to trip up or embarrass an adversary.
Examples of Loaded QuestionsIs your project still running late?
How many millions are you over budget?
Is your team dusting off their resumes?
Why are most of your customers unsatisfied?
Why are your competitors more innovative than you?
When are you going out of business?
Did you apologize yet for your big failure?
Have you fixed your broken strategy?
Defensive TacticsIt's important to defend yourself from a loaded question.
Never answer the question. By answering the question, you may imply that you agree to the question's assumptions.
Defensive tactics include:
- Call it out
That's a loaded question!
- Critical Questions
Where did you get that information?
Why do you assume that?
What's that suppose to mean?
- Answer to the assumption instead of the question
Ignore the question and attack the unfair assumption.
- Laugh it off
In many cases, a loaded question is asked with a touch of humor. If you take the question seriously you may be portrayed as uptight. A good witty rejoinder is often the idea response.
Next: Defense In Depth »
You've worked hard to cultivate a relationship with the customer. You've helped them to understand your product inside-out. You've addressed their objections and given them compelling reasons to buy. Now it's time to get to the point — close!|
Tactics for disarming a loaded question.|
Lists of business metrics.|
Sustainable competitive advantage is dead, long live transient advantage.|