How to Deal with Objections in Innovative Presentations - dummies

How to Deal with Objections in Innovative Presentations

By Ray Anthony, Barbara Boyd

An objection is a statement, request, comment, or question from someone in your innovative presentation’s audience that indicates some form and degree of resistance — ranging from mild to extreme — regarding an aspect of your presentation.

Salespeople frequently deal with objections to buying their product or service. The old-time method salespeople were taught to use was to overcome objections by wearing down the potential buyer, using scripted answers and techniques to counter concerns or reluctance to buy.

However, with today’s sophisticated consumers and corporate professionals, those telegraphed techniques are not only ineffective, but offensive to the audience’s intelligence. People want sincere, genuine answers and acceptable solutions rather than canned replies. Here, are powerful guidelines on dealing with people who have a mix of intellectual, logical, and emotional resistance to any aspect of your presentation.

There are numerous reasons why a person in your audience would communicate resistance to your plan, program, solution, strategy or recommendation. Some typical reasons are

  • No perceived need: They feel that what you are proposing isn’t really necessary.

  • Fear of consequences: They perceive risks, problems, setbacks, or other negative repercussions if they agree to go ahead with what you advocate.

  • Doubt the benefits you outlined: People feel skeptical and cynical about your claims regarding the projected results, outcomes, and advantages.

  • No sense of urgency or motivation to act: Some in your audience may think what you are saying is useful, but they believe there is no real need to implement it right away.

  • Misunderstandings or lack of knowledge: If someone misinterprets what you said or doesn’t have sufficient experience or knowledge about your topic, he may make a wrong assumption, and then object.

  • Preference or taste: Someone may agree conceptually with your proposal, but prefer to have or do something differently. It may have to do with planning, design, operations, implementation, or leadership. He wants to change something. Try selling a blue Ferrari to someone who loves a red Ferrari.

  • Financial concerns: Someone may balk at the perceived high price, unattractive return on investment, payback terms, or any other financial aspect relating to your proposal.

  • Emotional or ego issues: Maybe a person has had a previous bad experience with your topic or may not like you or your company (or internal department, team, or boss), and has a visceral negative reaction to whatever you propose.