Reinventure Me

RMT007 How to handle objections (with guest Steve Kloyda)

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So, you’ve gotten in the door and pitched your idea or venture to a few people, but they aren’t interested. How do you handle their objections? Your response makes a world of difference—for them, for you, and for your venture.

In this episode, prospecting expert Steve Kloyda talks about how to handle others’ objections to our ideas. His tips:

  1. Listen. Don’t get offensive when others object or don’t respond favorably to our inquiry or invitation.
  2. Ask questions. Try to understand the other person’s point-of-view.
  3. Remember the ABCs: Don’t argue, don’t battle, don’t contradict. You don’t have to fight to prove you’re right.
  4. Get off of the objection. Refocus on the purpose of the call.

    5. Quotes from this episode:

    • “I’ve spent the last 35 years of my life teaching people how to, what I call, not to overcome the objection—because when you overcome, somebody wins and someone loses—how to work with the objection.” —Steve
    • “It applies the classical Art of War training: where you work with them, rather than resist them. Because the more you resist, the more you create an argument and the less likely you break down the defenses.” —Leary
    • “When we’re engaged with people we’ve never met before, we’re automatically on the defense…. Listening is the best way to bring a defense down because it creates empathy.” —Leary
    • “The ABCs of working with objections: don’t argue with people, don’t do battle with them, don’t contradict everything that they say. Period. End of story.” —Steve

      • Have you found other ways to effectively handle objections? Share your tips in the comments below.

      Resources mentioned in or related to this podcast:

      • Steve Kloyda’s website: theprospectingexpert.com
      • Dan Pink’s book, To Sell is Human
      • Leary Gates’ review of To Sell is Human
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