By Michael Caron, President, Northbound Learning
The knee-jerk reaction when you’re hit with an objection is to quickly and deftly handle it. Many of us take pride in our ability to explain why an objection isn’t valid. Unfortunately, regardless of how logical your explanation is, you will get nowhere without stepping back and doing the following steps first.
Agree with the prospect as to the validity of the objection. Assure him that it is a good objection or question. This is called "disarming". Don't – I repeat – don't disagree with him which is the natural reaction for most people. Humans by nature are very stubborn and don't like to be told they're wrong. If you jump at him and immediately tell him he's wrong, it very likely is going to turn into a battle of who's right & who's wrong. Ego, emotion & self-esteem will enter into the equation. On the other hand, if you agree that his point is a good one, he will be much more likely to remain calm and open minded enough to listen to your explanation.
