Business Sphere

Everyday we negotiate, or do negotiation, to get what we want.

We deal with our friends, relatives, colleagues, business associates, co-employees, neighbors, to get what we want. We sell a product or a service, to get what we want-income and profit.

Sometimes, however, we fail to get what we want because of the objection of the other party.

Our effort to sell a product or service fail to materialize because the customer has objected and says “no”.

We fail to get the much needed salary increase or the well-deserved promotion because others in the company objected.

Our transaction was not smooth-sailing and we did not succeed because of the objection of the other party.

How do we overcome any objection and get what we want? In their book titled Smart Moves, authors Sam Deep and Lyle Sussman offer the following guides:

1. Defuse the objection before it is raised. Incorporate both the objection and its solution into your presentation.

2. Compliment the objector. Acknowledge the wisdom of the objection without being patronizing.

3. Throw the objection back. Ask for validation or substantiation of the premises or assumptions of the objection.

4. Answer the objection. Show why your idea is not negated by the objection.

5.  Confirm that you’ve handled the objection.

6  If resistance continues, solicit the objector’s plan for overcoming his or her own objection. If, at this point, you have not alienated the objector, he or she may be interesting in helping you.

Indeed, life offers many situations where we must handle objections. Our success in life, in business, in our relationships with our friends, neighbors, colleagues and relatives, to mention a few, is influenced by how well we deal with them, handle their objections, to get what we want to survive and live.