The art of negotiation (2)
Thursday, June 15, 2023
Turn objections into advantages.
All negotiators fear objections. Objections destabilise them and can destroy everything they have worked hard to create in the negotiation.
In a sales relationship or a negotiation, the main impact of an objection is the visible tension, the uneasyness, the potential discomfort it can create in you.
What is the main difference between an objection and a question or a comment?
Your perception!
When you are confronted with an objection the first reaction is to respond, to fight back, demonstrate, to convince otherwise, to justify yourself.
By doing this you are no longer being present with your client, you are in your agenda, in your goals, in your head. You are looking to be right!
Beware, this can damage the relationship.
The challenge is to acknowledge and thank your interlocutor for expressing an objection. The fact that they express it allows to progress and prevent your relationship from being damaged by any undisclosed doubts or concerns.
Put the priority on developing the relationship, not on responding to the objection.
An objection is an opportunity to get to know and understand your partner better.
It is also a test of their interest or involvement.
Don't waste it.
Develop the relationship.
With curiosity, questions, connection, relationship, discussion, with real and open conversation.
Look for your interlocutor's limits. Clarify them.
Provoke a no to glimpse their ideas, opinions.
From there you will be better armed to close the negotiation.
Turn objections into advantages!
