6

Stay on Point

One of the great benefits of having a point is that you can always call on it to perform a course-correction if you ramble, lose focus, or otherwise leave the planet of your point like an off-course rocket ship.

First, understand that there’s no limit to how many times you can bring up your point or use it to get back on track. Your point can’t be overstated because no one ever says this after a presentation: “Great speech, but the speaker made his point too many times.” That’s like complaining about getting too much good advice.

If you suddenly find yourself lost in space, you can immediately get back to your point using transitions like these:

“My point is this. . . .”

“Here’s the thing. . . .”

“Here’s the idea to remember. . . .”

Just hit the brakes and get back to your point. Politicians do this all the time as part of their jobs. Make it your job as well.

Their Point vs. Your Point

Occasionally, you may find yourself in settings where you feel pressure to leave your point to address someone else’s. It happens most frequently to conference panelists and TV show guests, but it also happens when you find yourself alone with the opinionated dinner guest everyone else is ignoring.

It’s tempting to take his bait—especially if you have an ironclad defense. But realize that the more time you spend defending yourself against his points, the less time you spend conveying your own, which, as you now know, is your single most important job.

Also know that, in most conference and interview settings, panelists and interviewees are not—and should not be—expected to act as talking encyclopedias. If a TV host or conference organizer invites you to participate, she owes you a fair forum to convey your points in connection to the predetermined topic. If you sense other expectations or hidden agendas, I recommend passing on the event.

For some of my clients, interviews can be very adversarial, even hostile. They’re often personally attacked for beliefs or affiliations peripheral to their points. When this happens, it’s critical that they resist the bait to defend themselves personally and stick to their own points as if those points were life preservers. If someone attacks you personally, it means he won’t or can’t argue your point fairly, which is all the more reason to keep pressing it.

In the political world, this tactic of steering the discussion back to your point is often called a pivot, but whereas politicians often pivot to vacuous policy positions or slogans, what you’re pivoting to is a substantive proposition based on your experience and expertise. That’s nothing to apologize for—it’s what you came to do.

If someone is determined to move you off your point to debate his own, consider one of these transitional lines (sometimes called bridges) to stand your ground and stay on point:

“I hear what you’re saying, but my point is. . . .”

“I know that’s a popular perception, but the truth is. . . .”

“This is indeed a gray area, but I believe that. . . .”

“Yes, that may be true. But here’s my point. . . .”

“That’s untrue. Here’s what is true. . . .”

“I’ll leave that question to others more qualified to speak on that subject, but what I believe is that. . . .”

If someone attacks you personally, you can even say something like this:

“I understand that something about me offends you deeply—and that’s unfortunate—but here’s the larger point. . . .”

Whether you’re answering a question thrown at you or merely acknowledging it, the key next step is to immediately convey your point with strength. In other words, do the job you came to do.