Wed, 7 October 2015
The better you become at handling objections, the more persuasive you will be. The key to great persuasion is anticipating all objections, problems, or concerns before you hear them. Great persuaders are always able to accomplish three critical objectives during the objection process:
1. They can distinguish between a real objection and a knee-jerk reaction. Our studies show that most objections should not be taken at face value, because there are other issues involved.
2. They listen intently to the entire objection before attempting to solve it. They stay calm. Tests have proven that calmly stated facts are more effective in getting people to change their minds than becoming emotional.
3. Great persuaders are never arrogant or condescending. They give their audience room to save face. People will often change their minds and agree with you later, if they have the room to do so.
Another great way to handle objections is to address each of the seven main areas during your presentation, before they become big issues in the mind of your audience. That way, you've stopped any potential resistance before it happens. As a result, there aren't any main objections left for them to bring up. Studies demonstrate that persuaders were four times more successful when they handled objections during the persuasion process, instead of waiting until the end.6 Also, nothing de-energizes persuasive efforts more than lingering doubts and concerns that remain unresolved in your audience's mind.