How often have you had to speak to an audience that you know will be resistant to your main message?
How often have you had to present to an audience, at least some of whom you know will object to parts of your message?
Have you noticed that there are often a number of people sitting in your audience feeling cranky about something? These people have some kind of objection and they aren’t going to listen to you properly until you have dealt with their problem. Can you relate to that? You may well remember a time when you were feeling like this yourself.
Whether your message is contentious or needs care in delivery or not, it’s a good idea to work out what the objections might be when you are speaking and then plan to manage them in advance. Managing objections brings the objection out in the open, helps you solve the problem as best you can and allows you to continue to control the proceedings. In other words, it assists your audience to move on and be more open minded to your message than they might have been.
What sort of objections can I expect?People can object to all sorts of things from your content, to something personal about you, to the logistics of the event. Let me give you some specific objections people may be thinking in your presentations:
- It’s too early in the morning for this.
- I’m too busy for this.
- It’s not a priority.
- I already know this.
- No budget. No resources.
- This is not relevant to me.
How do I manage and overcome objections?I recommend that you use a technique that I call POO! It stands for Pacing Out Objections. Here’s how you Pace out Objections…
- State the objection
- Say ‘and’, ‘so’, or simply pause and say nothing
- Then you give your solution