This week in the world’s #1 newsletter on leadership communication:
- How to handle objections from a skeptical audience
- Say it scared: How to overcome nervousness when speaking
- Boost your executive presence
How to Deal With a Skeptical Audience
“That wouldn’t work here!”
Who hasn’t heard this sentence?
I recently suggested in a presentation that my client encouraged a cross-section of employees to actively talk about their jobs on social media.
If done right, such ambassador programs boost visibility and attract talent.
However, one of the leaders pushed back, arguing that the loss of control would make it impossible to move forward.
What do you say in such a situation?
How do you get the audience on your side without alienating the person asking the question, whose support you need?
In any presentation or pitch, facing a skeptical audience can be challenging. However, with the right strategies, you can turn objections into opportunities for engagement and persuasion.
Here's how to handle objections effectively:
#1 Anticipate Possible Objections
Before your presentation, brainstorm potential concerns your audience might raise. Prepare thoughtful, well-researched answers to these objections.
#2 Consider Both Emotional and Logical Objections
Objections can stem from both logic and emotion. Logical objections might focus on facts and figures, while emotional objections could relate to fears or resistance to change. Tailor your responses accordingly:
- For logical objections: Provide data, case studies, or expert opinions.
- For emotional objections: Use empathy, storytelling, and reassurance.
#3 Connect with Your Audience
Building rapport early in your presentation can soften the ground for potential objections later. Share relatable anecdotes, acknowledge common challenges, and show genuine interest in your audience's perspectives.
#4 Welcome Feedback, Don't Get Defensive
When objections arise, resist the urge to become defensive. Instead, welcome feedback as an opportunity to clarify and improve your ideas. Thank the person for their input and respond calmly and professionally.
#5 Acknowledge Concerns as Legitimate
Validate your audience's concerns. If someone says, "That would never work here," respond with something like, "You're right, this approach may not work everywhere. Every situation is unique." This acknowledgment shows respect for their expertise and opens the door for further discussion.
#6 Offer Freedom to Adjust
After acknowledging concerns, invite the audience to participate in problem-solving. Ask, "Is there a way we could adjust this approach to make it work in your context?" This empowers your audience and transforms objections into collaborative brainstorming.
#7 Push Back Gently
Sometimes, it's appropriate to challenge assumptions politely. If someone dismisses an idea outright, you might ask, "Have you tried something similar before? What were the results?" This can prompt reflection and open minds to new possibilities.
#8 Use Reframing Techniques
Reframing can shift the conversation in a more positive direction. For example, if someone objects to pricing, reframe the discussion around value: "I understand your concern about the cost. Let's look at the long-term value this investment could bring to your organization."
#9 Employ Paraphrasing
Show empathy and ensure clear communication by paraphrasing objections: "If I understand correctly, you're concerned about ... Is that right?" This technique demonstrates active listening and gives you a chance to clarify any misunderstandings.
Remember, the goal isn't to "win" against objections but to foster understanding and find common ground.
PODCAST
Say it scared! How to overcome nervousness when speaking
I do a podcast to help you become a top 1% communicator. Please subscribe on Apple or Spotify.
Public speaking is one of humanity’s worst fears. Yet it is entirely possible to shift from nervous and uncomfortable to confident and charismatic.
In this episode, I show you how you can become a highly confident speaker and presenter – even if speaking in front of an audience gives you the chills.
So how do you stay calm and build confidence? With the BMW method. By focusing on your Body, Mind and Words.
It shows you how to work with your body rather than against it, how to effectively reframe the situation in your mind, and how to present your words with impact so that you join the ranks of the top 1% communicators.
Listen on Spotify and Apple:
BOOK
Boost Your Executive Presence
“Executive Presence: The Missing Link Between Merit and Success” by Sylvia Ann Hewlett is a classic for a reason. Ten years ago, it was the first evidence-based, thorough analysis of what constitutes Executive Presence and how to get it.
The three dimensions of Executive Presence are Communication, Gravitas and Appearance. Within communications, superior speaking skills rule supreme, while confidence is the most important trait overall.
Hewlett’s message: once you understand the executive presence skill set, you can master it. For a short, updated version, check out this 2024 Harvard Business Review article.
Have an inspired weekend!
Best,
Oliver
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