This document discusses how to handle objections in leadership. It defines an objection as a disagreement in ideas, opinions, or decisions among team members or employees. Objections often arise due to differences in opinions, poor communication, knowledge, interests, or personal interests. The document provides tips for how to respond to objections, which include being a good listener, being patient, understanding the real issue being objected to, identifying what the other person cares about, using their terminology, carefully selecting discussion timing/location, acknowledging the merit in objections, and educating others without making them lose face.

1. Handling
Objections
Presented by:
Alain BONGBI
@
NLDS – UpGrade 2013
Douala

2. SESSION OBJECTIVES
• Have an understanding about Objections in
Leadership.
• Know how to accommodate objections
• Why they occur
• How to react/deal with objections

3. What are Objections ??
• Objection is a point at which there is a
disagreement in ideas and opinions or
decisions among team members, leaders,
employers and employees in and organization.
• It also comes in our day to day life as we
interact with different people in different
places like school, business centers and when
we sometimes apply for eXchange.

4. Why Objections?
• There are many reasons to why we have
objections from others, but most often the
main reasons why objections arise is because
of our
– differences in opinions,
– poor communication,
– knowledge and interest
– Personal interest.

5. How to response to Objections
• Be a good listener to people’s opinion.
• Be patient and don’t be quick tempered.
• Don’t just take someone’s opinion to be for a
negative reason.

6. How to react towards objections as a
leader
• Clarify the “it”: What are they really objecting
to?
• Trail close: “If we can agree on this, can we
proceed?”
• Identify what they do care about: Show how
your suggestion can help with their
priorities/goals/current business imperatives.
• Watch your language: Use their terminology.
Avoid using terms

7. • Be proactive and pick your spots: Carefully
select the timing/location of your
discussions.
• Play the risk card: Identify the risks/costs of
not doing anything.
• Keep their defense mechanisms down: Do
not make them feel guilty.
• Be gracious and educate softly: Acknowledge
the objection’s merit

8. • Inform: Educate “softly”, without causing
anyone to lose face.