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BY JAMES OH

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LETTING GO AND MOVING ON BY JAMES OH

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MINDSET SHIFT: EMPLOYEE TO ENTREPRENEUR

MINDSET SHIFT: EMPLOYEE TO ENTREPRENEUR
BY JAMES OH

Monday, April 19, 2010

HOW TO HANDLE OBJECTIONS EFFECTIVELY

Hi! Everyone,



In life, we can never avoid facing all sorts of objections, be it a personal relationship, business, proposal, etc. What is more important to us now is to learn how to handle these objections well. For those who want to acquire this skill, I am sure it will create some excitement for you. If so, I write to congratulate you because I know you are trying to do a great favour for yourself. However, I can say that this is only first step to overcome them. You also need to put it into practice till you perfect it. Practice, practice and practice, the 3 Ps are the keys to master this skill.

Now sit back, read the following recommended tips and apply them to your daily life whenever you have the opportunity to do so. You have to practice until you perfect it should you want to do something great for yourself. Otherwise, you can stop reading this article. Hope you are not being offended. I am just stating the truth.

1. Choose to agree with their objections

It may sound odd to some of you. It is not an easy task especially when you are not happy with the objections. Pause for a while, think rationally what will happen if you choose otherwise. The chances that you destroy the rapport with your opponent are rather high. Ask yourself again why your opponent raise the objection in the first place. To me, he is just want to either protect himself from making a similar mistake or he just wanted to be heard.

Once, you see this distinction, it is much easier for you to say that you absolutely have the same concern as he did. So, you completely understand why he said all this.

Can you see the difference now? are you able to accept this rationale. If yes, practice it till it become part of you.

2. Listen to the objection attentively

Whatever negative objections said, listen to them attentively till they have finished. This is vitally important especially when your opponent is in angry mood or raised his voice to make himself heard. People are shouting because they want someone to listen to them. Simple. So, do them a favour by offering your ear should you want to be a winner at the end of the day.

I assured you that if you listen to them attentively, they will start to run out of stream. Best still, if you keep agreeing with them, the chances that they begin to trust you are much higher. Slowly and surely they will disclose the real reason behind their objection to you finally. Once, you can overcome this barrier, they will listen to you. This is part of the process. 

3. Understand where the objection came from

Always try to understand which direction the objection was coming from. It is of paramount importance for you to do so, so that you are able to see their concern first, follow by the act of listening to them fully. This will then assist you to raise appropriate question for clarification. Through these simple 3 steps, you are not only able to understand fully where the objection came from, but also the real reason behind their objections. Take up this challenge by giving yourself  a chance to work on it. Once you overcome it, you will understand the true picture completely by asking them material and significant question. Try it out and I assure you that you will enjoy doing it.

4. Clarify an objection completely

Before you respond to any objection, you need to clarify an objection fully and completely. This means that you need to be sure and understand fully what they mean, even if you have to repeat their phrases, do so by all means. Similarly, they need you to fully understand them before you can ask them more question relevant to their objection. Once, you break through this barrier, you will then be able to offer a solution which truly bring them benefits as the way they see them. Once they see these benefits, I won't see any reason why they don't take up the solution you offered to them.

The more you put them into practice, the better you will be. Once you have master this skill, you will able to predict what objections to be expected and how to overcome every one of them with full confidence and certainty. 

So, dance with the wave of your live today and enjoy every wave of your dances. Seeing you again, 

James Oh

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