By Jas Singh
It’s easy to get excited in the workplace.
We’ve all been in a new job, new role or even set up our own company and expected rapid success. We have a plan and totally believe in the value we have to offer. Success feels so close.
Yet often the thing most of us have overlooked are the inevitable objections.
Cost. No budget. No time. No agenda. Not taking on new suppliers.
The list is endless.
In fact handling objections effectively can be the difference between success and failure.
Here are some ways how leaders handle objections effectively.
They hear the full story
An objection is a belief. Not necessary a strong belief, or even a permanent one, but still nevertheless a belief that another person has at a particular moment in time.
And in the case of an objection, a belief that is in direct conflict with ours.
The only way for someone to even begin to respect our belief, is to first respect theirs.
Great leaders make sure they listen to the full story. The best sales people I have worked even question objections further and get their clients to discuss their reservations in more detail.
Only by doing this can the whole situation be revealed.
Great leaders gain as much information before they try to come up with answers.
Objection handling is not some type of automated response used by fast talking sales people.
In fact there is perhaps nothing more infuriating than when people try and convince us on the spot without listening to and analyzing our opinions carefully.
One of the best sales people I know is notorious for being a great objection handler. She’s sold software into banks that are notorious for never previously buying external software systems. Her approach? Simply to take down all the details and come back a week later once she’s had a chance to process with the rest of her team. She doesn’t even try and overcome objections on the spot.
Objections can even sometimes be complex. There’s no way anyone can come up with an effective solution without analyzing the matter in detail.
Great leaders take time and analyze when necessary.
They don’t try and overcome all objections
But perhaps the most effective way to build credibility and handle objections in the long term is by accepting when the other person’s objection is valid.
When the right course of action is to agree with the other person.
Great leaders understand that objection handling is not some clever trick to always get what you want. It is merely a process that allows both sides to expose and discuss their own point of view before deciding what is the right thing to do.
By doing this consistently it can build credibility and trust that is hard to match.
Great leaders accept when objections are valid.
Even the greatest ideas receive widespread objections.
Being able to effectively handle objections is an essential part of leadership.
Hiring managers can much from those people who know how to handle objections effectively and can build long term relationships that are built on trust.
How do you handle objections?
If you are a hiring manager and want to hire outstanding people, please reach out here