Thriving Under Fire Blog

Convincing others and handling their objections

Posted by John Faisandier on Mar 24, 2014 12:25:31 PM

Here is a TUF tip when speaking to individuals or to a group of people in a meeting, especially about new projects that you are wanting to introduce.
When someone asks a question or puts up an objection, you will have more chance that they will listen to you if you acknowledge the feeling or concern that is most likely behind that question. Be aware of their emotion, even if they don’t express it fully.

You can say things like:
“I can see that this is an important concern for you”
“You are worried about this”
“It’s important that we do ask this kind of question and get clear answers”

If they detect you are defensive that will make it harder for them to hear your argument. You might be tempted to think of them as a difficult internal customer, or just a difficult person.

On the other hand if you are tuned in to them at an emotional level, acknowledging their experience and emotions as fully as you can, that will produce a stronger connection between you.

This is not just a “feel good” suggestion. By acknowledging someone in this way you are activating their mirror neurons, essential parts of the brain which fire up in all good encounters.

First posted by John Faisandier on 7th September, 2011

Topics: Emotion, Difficult Conversations, Difficult Internal Customers, Reactions, Relationships, Sales, Thriving Under Fire

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