EFFECTIVE HANDLING OF OBJECTIONS

credit: tedgoff.com

In all organizations, there are people who do not have enough authority to say 'Yes', but they enjoy the freedom to refuse, to say 'No'.  Objections can be a minefield.

TIPS ON DEALING WITH OBJECTIONS

WHEN PRESENTING A PROPOSAL, PLACE YOURSELF IN THE SHOES OF OTHERS

think of all the possible objections they might raise and have appropriate answers or a best response

DON'T BE AFRAID OF OBJECTIONS

objections really indicate sincere interest

objection merely records they aren't in agreement with you for now with your current proposal

DO NOT DEAL WITH EACH OBJECTION THE MOMENT THEY ARE RAISED, DRIFTING FROM THE MAIN TOPIC

you risk giving more importance to the objections then they actually deserve

THE ABSENCE OF AUDIENCE RESPONSE AFTER PRESENTATION AND DISCUSSION MEANS THAT MOST OBJECTIONS HAVE SIMPLY BEEN LAID TO REST

There are two categories of objections:

1. Emotion Objections: triggered by an emotional response
2. Factual Objections: based on logical and factual reasoning

TECHNIQUES OF OVERCOMING OBJECTIONS

1. Answer question with a question

2. Allow others to speak

3. Acknowledge good points

4. Clarify statements made

5. Identify important points

6. Provide feedback

7. Soften objections by eliminating confrontation

8. Isolate the most important objection

shard from:

Shiv Prasad

Better Life

Accountants Today, April 2008