{"id":4380,"date":"2021-03-29T22:39:46","date_gmt":"2021-03-29T20:39:46","guid":{"rendered":"https:\/\/www.tibicon.net\/en\/?p=4380"},"modified":"2022-03-20T15:14:28","modified_gmt":"2022-03-20T14:14:28","slug":"how-to-manage-objections-seven-things-not-to-do","status":"publish","type":"post","link":"https:\/\/www.tibicon.net\/en\/2021\/03\/how-to-manage-objections-seven-things-not-to-do\/","title":{"rendered":"How to manage objections? Seven things (not) to do"},"content":{"rendered":"<p>Do you find the scene in the cartoon strip completely new? Good for you!<\/p>\n<p>The situation is quite common, mainly because dealing with objections is complicated: they often hit us like a punch in the stomach. The temptation to shift the responsibility onto others is always lurking&#8230;<\/p>\n<p>The circumstances in which we have to deal with objections are daily and mainly involve negotiations: with the client, in the family, with colleagues, with friends.<\/p>\n<p>We all object to make things happen differently.<\/p>\n<p><span class=\"parent-p-bottom-0\">Here are three helpful questions:<\/span><\/p>\n<ul>\n<li>How to handle objections?<\/li>\n<li>How to make them helpful in reaching an agreement?<\/li>\n<li>How to turn objections into a win-win opportunity?<\/li>\n<\/ul>\n<p>Before we reflect on how to deal with different positions, let&#8217;s look at the meaning of the word <em>&#8216;objection&#8217;<\/em>.<\/p>\n<p>It comes from the Latin <em>obic\u0115re<\/em>, &#8220;to throw in front of&#8221;, and refers to an argument that opposes the other party&#8217;s opinion to prove its falsity or inconsistency.<\/p>\n<p>In short,<\/p>\n<h3 style=\"text-align: center;\">an objection sets us and our counterpart against each other!<\/h3>\n<p>&nbsp;<\/p>\n<p>How can we manage, especially if we cannot afford to interrupt the conversation or generate conflict?<\/p>\n<p>Here are 7 things TO DO and 7 things NOT TO DO to handle an objection without ending up&#8230; battered.<\/p>\n<h3 style=\"text-align: center;\">What NOT to do<\/h3>\n<ol>\n<li><strong>Openly oppose the objection.<\/strong> The temperature may rise, and dropping it may not be easy.<\/li>\n<li><strong>Dismiss the objection as inconsistent.<\/strong> Your counterpart may think you are not giving him\/her importance, and it is unlikely he\/she will bring you a bouquet.<\/li>\n<li><strong>Discredit colleagues.<\/strong> No, don&#8217;t do that. Never do that. Even when you feel you are right. You could be mistaken for someone who doesn&#8217;t take responsibility; much better to take the blame and then &#8216;discuss&#8217; the matter internally, behind closed doors (shouting is not polite&#8230;).<\/li>\n<li><strong>Feel annoyed, offer resistance. <\/strong>The discomfort with the position can be mistaken for annoyance for the person. And that could be serious trouble&#8230;<\/li>\n<li><strong>Never provide the solution immediately,<\/strong> even if you have one. Yes, because your counterpart&#8217;s objection cannot have a simple solution (clever people always make clever objections, don&#8217;t you think?). Therefore, it is better to avoid doing the right thing right away and take some time before answering.<\/li>\n<li><strong>Do not stop listening.<\/strong> That would be like leaving, like abandoning the game.<\/li>\n<li><strong>Don&#8217;t use words\/expressions that generate opposition.<\/strong> Starting a sentence with no, I don&#8217;t want to, I can&#8217;t, I disagree, yes but increases the resistance. And makes your counterpart stop listening.<\/li>\n<\/ol>\n<h3 style=\"text-align: center;\">What YOU SHOULD DO<\/h3>\n<ol>\n<li><strong>Maintain an appropriate level of attention.<\/strong> Listening consciously to understand the reasons behind will allow you to understand their position and look for your benefit, which is always there!<\/li>\n<li><strong>Welcome to a different position<\/strong>. Acceptance is not sharing; instead, it means understanding the others&#8217; point of view without hastily dismissing it as false or unacceptable.<\/li>\n<li><strong>Value the different position.<\/strong> It may hide aspects you had not thought of before.<\/li>\n<li><strong>Deepen your understanding of the speaker&#8217;s reasons. <\/strong>Ask questions, try to understand what makes him\/her take such an annoying position: you may find that the viewpoints are not so distant after all.<\/li>\n<li><strong>Look for the beneficial aspects.<\/strong> A different position may not be awful for you; look, with patience and determination, for things that can help you achieve your goal.<\/li>\n<li><strong>Put yourself in your interlocutor&#8217;s shoes.<\/strong> It will help you to understand his reasons and reduce the distance.<\/li>\n<li><strong>Provide a solution only after careful assessment of the situation. <\/strong>Why? For the same reasons that it is not convenient to do the right thing immediately.<\/li>\n<\/ol>\n<p><span class=\"parent-p-bottom-0\">While rereading the 7 behaviours to keep and the 7 to avoid, I realised a few things, which may be helpful to summarise:<\/span><\/p>\n<ul>\n<li>objections recur in many situations: <strong>sales, negotiations, meetings of all kinds. Not forgetting private life<\/strong>;<\/li>\n<li>managing <strong>objections requires<\/strong> a good amount of <strong>conscious listening<\/strong>;<\/li>\n<li><strong>welcoming a different opinion<\/strong> and <strong>looking for anything convenient<\/strong> helps us find appropriate solutions;<\/li>\n<li><strong>rejecting different ideas<\/strong>\u00a0without any discussion <strong>is unlikely to avoid conflict<\/strong>.<\/li>\n<\/ul>\n<p>And from a clash, you can hardly get out without a dent.<\/p>\n<p>Don&#8217;t you think?<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Do you find the scene in the cartoon strip completely new? Good for you! The situation is quite common, mainly because dealing with objections is complicated: they often hit us like a punch in the stomach. The temptation to shift the responsibility onto others is always lurking&#8230; The circumstances in which we have to deal [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":4381,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_bbp_topic_count":0,"_bbp_reply_count":0,"_bbp_total_topic_count":0,"_bbp_total_reply_count":0,"_bbp_voice_count":0,"_bbp_anonymous_reply_count":0,"_bbp_topic_count_hidden":0,"_bbp_reply_count_hidden":0,"_bbp_forum_subforum_count":0,"footnotes":""},"categories":[86,85],"tags":[],"class_list":["post-4380","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-effective-communication","category-negotiation"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.8 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>How to manage objections? Seven things (not) to do - Click here<\/title>\n<meta name=\"description\" content=\"Objections recur in sales, negotiations, meetings and private life. Would you like to learn and manage the them properly? Go to the post!\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.tibicon.net\/en\/2021\/03\/how-to-manage-objections-seven-things-not-to-do\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How to manage objections? Seven things (not) to do - Click here\" \/>\n<meta property=\"og:description\" content=\"Objections recur in sales, negotiations, meetings and private life. Would you like to learn and manage the them properly? Go to the post!\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.tibicon.net\/en\/2021\/03\/how-to-manage-objections-seven-things-not-to-do\/\" \/>\n<meta property=\"og:site_name\" content=\"tibicon - business coaching\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/tibicon\/\" \/>\n<meta property=\"article:author\" content=\"https:\/\/www.facebook.com\/arduino.mancini\" \/>\n<meta property=\"article:published_time\" content=\"2021-03-29T20:39:46+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2022-03-20T14:14:28+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.tibicon.net\/en\/wp-content\/uploads\/sites\/2\/2021\/03\/managing-objections.png\" \/>\n\t<meta property=\"og:image:width\" content=\"424\" \/>\n\t<meta property=\"og:image:height\" content=\"479\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/png\" \/>\n<meta name=\"author\" content=\"AM\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@arduinom\" \/>\n<meta name=\"twitter:site\" content=\"@arduinom\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"AM\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"3 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/www.tibicon.net\/en\/2021\/03\/how-to-manage-objections-seven-things-not-to-do\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/www.tibicon.net\/en\/2021\/03\/how-to-manage-objections-seven-things-not-to-do\/\"},\"author\":{\"name\":\"AM\",\"@id\":\"https:\/\/www.tibicon.net\/en\/#\/schema\/person\/2cda6045df6cde39c68787f1e6a84373\"},\"headline\":\"How to manage objections? Seven things (not) to do\",\"datePublished\":\"2021-03-29T20:39:46+00:00\",\"dateModified\":\"2022-03-20T14:14:28+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/www.tibicon.net\/en\/2021\/03\/how-to-manage-objections-seven-things-not-to-do\/\"},\"wordCount\":679,\"commentCount\":0,\"image\":{\"@id\":\"https:\/\/www.tibicon.net\/en\/2021\/03\/how-to-manage-objections-seven-things-not-to-do\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.tibicon.net\/en\/wp-content\/uploads\/sites\/2\/2021\/03\/managing-objections.png\",\"articleSection\":[\"Effective communication\",\"Negotiation\"],\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\/\/www.tibicon.net\/en\/2021\/03\/how-to-manage-objections-seven-things-not-to-do\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.tibicon.net\/en\/2021\/03\/how-to-manage-objections-seven-things-not-to-do\/\",\"url\":\"https:\/\/www.tibicon.net\/en\/2021\/03\/how-to-manage-objections-seven-things-not-to-do\/\",\"name\":\"How to manage objections? Seven things (not) to do - Click here\",\"isPartOf\":{\"@id\":\"https:\/\/www.tibicon.net\/en\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/www.tibicon.net\/en\/2021\/03\/how-to-manage-objections-seven-things-not-to-do\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/www.tibicon.net\/en\/2021\/03\/how-to-manage-objections-seven-things-not-to-do\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.tibicon.net\/en\/wp-content\/uploads\/sites\/2\/2021\/03\/managing-objections.png\",\"datePublished\":\"2021-03-29T20:39:46+00:00\",\"dateModified\":\"2022-03-20T14:14:28+00:00\",\"author\":{\"@id\":\"https:\/\/www.tibicon.net\/en\/#\/schema\/person\/2cda6045df6cde39c68787f1e6a84373\"},\"description\":\"Objections recur in sales, negotiations, meetings and private life. Would you like to learn and manage the them properly? Go to the post!\",\"breadcrumb\":{\"@id\":\"https:\/\/www.tibicon.net\/en\/2021\/03\/how-to-manage-objections-seven-things-not-to-do\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/www.tibicon.net\/en\/2021\/03\/how-to-manage-objections-seven-things-not-to-do\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/www.tibicon.net\/en\/2021\/03\/how-to-manage-objections-seven-things-not-to-do\/#primaryimage\",\"url\":\"https:\/\/www.tibicon.net\/en\/wp-content\/uploads\/sites\/2\/2021\/03\/managing-objections.png\",\"contentUrl\":\"https:\/\/www.tibicon.net\/en\/wp-content\/uploads\/sites\/2\/2021\/03\/managing-objections.png\",\"width\":424,\"height\":479},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/www.tibicon.net\/en\/2021\/03\/how-to-manage-objections-seven-things-not-to-do\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/www.tibicon.net\/en\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"How to manage objections? Seven things (not) to do\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/www.tibicon.net\/en\/#website\",\"url\":\"https:\/\/www.tibicon.net\/en\/\",\"name\":\"tibicon - business coaching\",\"description\":\"\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/www.tibicon.net\/en\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-US\"},{\"@type\":\"Person\",\"@id\":\"https:\/\/www.tibicon.net\/en\/#\/schema\/person\/2cda6045df6cde39c68787f1e6a84373\",\"name\":\"AM\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/www.tibicon.net\/en\/#\/schema\/person\/image\/\",\"url\":\"https:\/\/secure.gravatar.com\/avatar\/dcaaf8ca1ba7ec6761cfabaed28f6555?s=96&r=g\",\"contentUrl\":\"https:\/\/secure.gravatar.com\/avatar\/dcaaf8ca1ba7ec6761cfabaed28f6555?s=96&r=g\",\"caption\":\"AM\"},\"sameAs\":[\"https:\/\/www.tibicon.net\/\",\"https:\/\/www.facebook.com\/arduino.mancini\",\"https:\/\/x.com\/arduinom\"]}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"How to manage objections? Seven things (not) to do - Click here","description":"Objections recur in sales, negotiations, meetings and private life. Would you like to learn and manage the them properly? Go to the post!","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/www.tibicon.net\/en\/2021\/03\/how-to-manage-objections-seven-things-not-to-do\/","og_locale":"en_US","og_type":"article","og_title":"How to manage objections? Seven things (not) to do - Click here","og_description":"Objections recur in sales, negotiations, meetings and private life. Would you like to learn and manage the them properly? Go to the post!","og_url":"https:\/\/www.tibicon.net\/en\/2021\/03\/how-to-manage-objections-seven-things-not-to-do\/","og_site_name":"tibicon - business coaching","article_publisher":"https:\/\/www.facebook.com\/tibicon\/","article_author":"https:\/\/www.facebook.com\/arduino.mancini","article_published_time":"2021-03-29T20:39:46+00:00","article_modified_time":"2022-03-20T14:14:28+00:00","og_image":[{"width":424,"height":479,"url":"https:\/\/www.tibicon.net\/en\/wp-content\/uploads\/sites\/2\/2021\/03\/managing-objections.png","type":"image\/png"}],"author":"AM","twitter_card":"summary_large_image","twitter_creator":"@arduinom","twitter_site":"@arduinom","twitter_misc":{"Written by":"AM","Est. reading time":"3 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"Article","@id":"https:\/\/www.tibicon.net\/en\/2021\/03\/how-to-manage-objections-seven-things-not-to-do\/#article","isPartOf":{"@id":"https:\/\/www.tibicon.net\/en\/2021\/03\/how-to-manage-objections-seven-things-not-to-do\/"},"author":{"name":"AM","@id":"https:\/\/www.tibicon.net\/en\/#\/schema\/person\/2cda6045df6cde39c68787f1e6a84373"},"headline":"How to manage objections? Seven things (not) to do","datePublished":"2021-03-29T20:39:46+00:00","dateModified":"2022-03-20T14:14:28+00:00","mainEntityOfPage":{"@id":"https:\/\/www.tibicon.net\/en\/2021\/03\/how-to-manage-objections-seven-things-not-to-do\/"},"wordCount":679,"commentCount":0,"image":{"@id":"https:\/\/www.tibicon.net\/en\/2021\/03\/how-to-manage-objections-seven-things-not-to-do\/#primaryimage"},"thumbnailUrl":"https:\/\/www.tibicon.net\/en\/wp-content\/uploads\/sites\/2\/2021\/03\/managing-objections.png","articleSection":["Effective communication","Negotiation"],"inLanguage":"en-US","potentialAction":[{"@type":"CommentAction","name":"Comment","target":["https:\/\/www.tibicon.net\/en\/2021\/03\/how-to-manage-objections-seven-things-not-to-do\/#respond"]}]},{"@type":"WebPage","@id":"https:\/\/www.tibicon.net\/en\/2021\/03\/how-to-manage-objections-seven-things-not-to-do\/","url":"https:\/\/www.tibicon.net\/en\/2021\/03\/how-to-manage-objections-seven-things-not-to-do\/","name":"How to manage objections? Seven things (not) to do - Click here","isPartOf":{"@id":"https:\/\/www.tibicon.net\/en\/#website"},"primaryImageOfPage":{"@id":"https:\/\/www.tibicon.net\/en\/2021\/03\/how-to-manage-objections-seven-things-not-to-do\/#primaryimage"},"image":{"@id":"https:\/\/www.tibicon.net\/en\/2021\/03\/how-to-manage-objections-seven-things-not-to-do\/#primaryimage"},"thumbnailUrl":"https:\/\/www.tibicon.net\/en\/wp-content\/uploads\/sites\/2\/2021\/03\/managing-objections.png","datePublished":"2021-03-29T20:39:46+00:00","dateModified":"2022-03-20T14:14:28+00:00","author":{"@id":"https:\/\/www.tibicon.net\/en\/#\/schema\/person\/2cda6045df6cde39c68787f1e6a84373"},"description":"Objections recur in sales, negotiations, meetings and private life. Would you like to learn and manage the them properly? Go to the post!","breadcrumb":{"@id":"https:\/\/www.tibicon.net\/en\/2021\/03\/how-to-manage-objections-seven-things-not-to-do\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/www.tibicon.net\/en\/2021\/03\/how-to-manage-objections-seven-things-not-to-do\/"]}]},{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/www.tibicon.net\/en\/2021\/03\/how-to-manage-objections-seven-things-not-to-do\/#primaryimage","url":"https:\/\/www.tibicon.net\/en\/wp-content\/uploads\/sites\/2\/2021\/03\/managing-objections.png","contentUrl":"https:\/\/www.tibicon.net\/en\/wp-content\/uploads\/sites\/2\/2021\/03\/managing-objections.png","width":424,"height":479},{"@type":"BreadcrumbList","@id":"https:\/\/www.tibicon.net\/en\/2021\/03\/how-to-manage-objections-seven-things-not-to-do\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/www.tibicon.net\/en\/"},{"@type":"ListItem","position":2,"name":"How to manage objections? Seven things (not) to do"}]},{"@type":"WebSite","@id":"https:\/\/www.tibicon.net\/en\/#website","url":"https:\/\/www.tibicon.net\/en\/","name":"tibicon - business coaching","description":"","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/www.tibicon.net\/en\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-US"},{"@type":"Person","@id":"https:\/\/www.tibicon.net\/en\/#\/schema\/person\/2cda6045df6cde39c68787f1e6a84373","name":"AM","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/www.tibicon.net\/en\/#\/schema\/person\/image\/","url":"https:\/\/secure.gravatar.com\/avatar\/dcaaf8ca1ba7ec6761cfabaed28f6555?s=96&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/dcaaf8ca1ba7ec6761cfabaed28f6555?s=96&r=g","caption":"AM"},"sameAs":["https:\/\/www.tibicon.net\/","https:\/\/www.facebook.com\/arduino.mancini","https:\/\/x.com\/arduinom"]}]}},"_links":{"self":[{"href":"https:\/\/www.tibicon.net\/en\/wp-json\/wp\/v2\/posts\/4380","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.tibicon.net\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.tibicon.net\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.tibicon.net\/en\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/www.tibicon.net\/en\/wp-json\/wp\/v2\/comments?post=4380"}],"version-history":[{"count":0,"href":"https:\/\/www.tibicon.net\/en\/wp-json\/wp\/v2\/posts\/4380\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.tibicon.net\/en\/wp-json\/wp\/v2\/media\/4381"}],"wp:attachment":[{"href":"https:\/\/www.tibicon.net\/en\/wp-json\/wp\/v2\/media?parent=4380"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.tibicon.net\/en\/wp-json\/wp\/v2\/categories?post=4380"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.tibicon.net\/en\/wp-json\/wp\/v2\/tags?post=4380"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}