Empowerment through Effective Handling of Objections and Rejections
In our daily lives, objections often outweigh acceptances, underscoring the importance of mastering the skill to handle negative feedback and convert it into a constructive and empowering force. Here are five empowering techniques to effectively deal with objections (Remember them with a hearty laugh – H.A.A.A.A):
1. **Halt**
When faced with an objection, it’s crucial to pause and listen attentively. Reacting defensively and engaging in a heated argument is a big no-no. For example, if your spouse returns home and vents about a difficult day at work:
*Husband*: “I had a tough day at work, got scolded by my boss today.” (in a tired and restless tone)
*Wife*: “It must be your fault, doing something wrong.” (in an unconcerned tone)
*Husband*: “No, I did not do anything wrong.” (in an angry mode)
*Wife*: “It must be you; your boss is such a nice person.” (rebuked aggressively)
This exchange would likely escalate into an argument, straining the relationship. Hence, taking a step back, pausing, and listening first is crucial.
2. **Acknowledge**
Following the pause and attentive listening, the next step is acknowledgment. It signifies showing care and concern for the other party’s feelings. However, it’s important to note that acknowledgment does not equate to agreement. For instance, if you’re selling a mobile phone and the customer complains that your brand is too expensive, you can acknowledge by saying, “I understand. May I know which model you compared it to that you found cheaper?” Demonstrating acknowledgment also conveys your interest in the discussion.
3. **Analyze**
After acknowledgment, probe further by asking questions to better understand and analyze the other party’s needs. Once you’ve gathered all the necessary information through probing, process it to proceed to the next step.
4. **Answer**
Post thorough analysis, strategically and directly answer the questions posed by the other party, addressing their concerns and needs precisely.
