TURN OBJECTIONS INTO OPPORTUNITIES
Facilitating through an objection successfully begins in your mind. How you think about objections factors heavily into your reaction to objections. The words “objections” and “negotiation” often have negative connotations. Some of the concepts you might associate with these words are “manipulation,” “confrontation,” or “winners and losers,” for example. These thoughts do not lead to the mindset needed for collaborative problem resolution.
Instead of these negative thoughts, think of objections as an opportunity to:
• Collaborate with your buyer as a problem resolver.
• Strengthen your connection with the buyer as you focus on Their ideas, concerns, and feelings.
• Educate yourself and the buyer. Perhaps we ...
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