How Technical Specialists Can “Listen More and Talk Less” in Executive Presentations

Showing empathy by listening more and talking less builds trust with executives.

Technical specialists often feel pressure to explain every detail. However, effective communication with senior management isn’t about saying more. Effective communication is about listening to the decision makers’ needs and meeting them in a way they understand.

A Few Examples for Executive Presentations

Here are a few ways to shift from talking to listening.

1. Start with the “So What”

Executives want to know the bottom line. Begin with your key recommendation. Look for body language, especially head nods and affirmation.

2. Keep It Short

Prepare one to three main points. Avoid deep dives unless asked. Listen closely to their questions.

3. Use Pauses to Invite Input

Stop talking. Take a breath, not just after main points, but at least once every three sentences. Give space for reactions or questions.

4. Watch and Listen for Cues

Pay attention to body language, tone, and follow-up questions. You can only know when to pivot if you watch and listen.

5. Ask Interactive Questions

Don’t wait for the end to take questions. It is better to sprinkle some interactive questions into those pauses. Some examples include, “This surprised me. Did it surprise any of you?” or “Is this information helpful, so far?”

Listen More, Talk Less

By listening more and talking less, you’ll build trust with executives, demonstrate strategic awareness, and make your technical expertise more valuable to decision makers.

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The elements of the FINESSE fishbone diagram® are Frame, Illustrate, Noise reduction, Empathy, Structure, Synergy, and Ethics. Communicating with FINESSE is a not-for-profit community of technical professionals dedicated to being highly effective communicators and facilitators. Learn more about our publications, webinars, and workshops.