Objections
July 28th, 2006 (Negotiation)
The term “objection” is more commonly used in the specialized negotiation of sales. Salespeople around the world want to know how to get over, past, and through objections. They are looking for simple answers to the two most common objections: Price and product.
When someone directly states an objection to whatever you are proposing, an opportunity is at hand. You have the opportunity to clear away one more barrier. Every objection you get past puts you closer to your goal of closing the negotiation. An objection - honestly stated - is just another way of inviting you to satisfy some concern or to meet a need that you didn’t address earlier in your presentation.
Answering objections is the fun part of a negotiation. You get to use your imagination. You get to reach into your information bank and come up with the answer. Countering objections is the part where you get to show your stuff, and your preparation really pays off.