The Secret Power of Speaking Last
It was like a scene from a corporate thriller movie.
There I was: early in my career, young, most junior at the company, sitting in a high-stakes meeting.
I glanced around the room. Everyone outranked me. All the VPs and SVPs, the C-Suite Execs, the CEO, and even the Founders were gathered.
Somehow I ended up seated next to one of the founders. He had a big personality. I hid in his shadow, ready to listen and take notes and maybe offer a word or two if I ever got called on.
The meeting started. The CEO got everyone’s attention, then asked his first question.
“So, Emily.” Wait, he was addressing me? “What do you think?”
Cue the tense music–duh duh DUUUUUH–and cut to a close-up of my shocked face!
I managed to say my piece, and watched with fascination as the CEO then worked his way up the seniority ladder. He didn’t offer his opinion—on anything—until the very end.
What was going on here?
Turns out, this is an incredibly effective strategy for soliciting honest and unbiased feedback from your entire team.
Think about it. If you’re the boss and you start the conversation and offer your opinion first, you’ve immediately skewed the entire meeting. People lower on the hierarchy ladder are far less likely to share their unfiltered opinions—much less disagree with you or offer competing perspectives—if you’ve already stated your case.
I spoke with my CEO after that meeting and he explained that he always asked people for their input in reverse order of seniority. While this meant I would have to go first every time—talk about nerve-wracking!—I also completely understood his thinking.
Not only would he get the most honest advice from everyone at every level and then be able to make the most informed and impactful decisions, but he would build buy-in and loyalty, because everyone would feel heard and valued.
It may seem like a small thing, but if you want people’s real opinions, consider speaking last.
About The Author
Emily Sander is an ICF-certified leadership coach with more than 15 years of experience in the business world and the author of Hacking Executive Leadership. She’s been featured in several print publications, online articles, and podcasts, including CEO Today Magazine, Leading to Fulfillment, and Leadership Powered by Common Sense.
Emily has a passion for helping business leaders reach their full potential. Go here to read her story from seasoned executive to knowledgeable coach. If you want to send Emily a quick message, then visit her contact page here.