Handling Objections & Presenting With an Impact

Effectively Handling Objections

Employer: "I notice you have not got any commercial experience, can you explain why you feel you are the best person for this role?

Employer:"You've been out of work for two months now, why should we recruit you?"

Questions like these are feared by almost all job applicants. How can you then effectively answer them?

There are a number of ways to handle objections and how you handle them are based on your initial reaction to them. This contributes to how you respond.

When faced with objections or criticism, you tend to have four options. You can either decide to be:

a. offended

b. thrown of balance

c. defensive

d. welcoming & understanding

Insecure people get offended or defensive when faced with criticism or objections to their actions, opinions or credibility.

Unprepared people who lack the ability to understand the objections thrown at them and inevitably get thrown off balance.

Secure and well prepared people with an insight to understanding objections, embrace it and use it to their advantage.

I have great news for you. When an employer has an objection to your credentials, it's good news.

Only by thinking outside the box, coming out of the familiar and entering the world of possibilities can you understand the power of successfully handling objections.

By effectively and systematically dealing with every objection you face during an interview, you give the employer a positive reason to employ you.

Opportunities only arise when you think positively about a specific problem. By taking every objection as an opportunity to further convince the employer that you are the right person for the job, you automatically put yourself in a frame of mind that allows you to efficiently handle each objection successfully.

A typical example can be when you want to buy a new mobile phone. Every objection you give the sales assistant is for the following reasons only:

"Proof to me"

"Convince me"

"Assure me"

"Tell me why this phone is right for me, because if I can believe it, I'll buy it."

The same process applies between a job applicant and an employer. What you need to know is how to successfully handle objections - We will discuss this in more details at our seminar this month.

Presenting With An Impact

I once attended a seminar that put me to sleep for the first 10 minutes and got me highly exhilarated for the remaining 3 hours.

What could have possibly been the cause?

It's quite simple. There were two different presenters. One was the introductory speaker and the other was the main speaker.

The speaker who introduced the agenda for the whole day did a lot of telling. It was a one way communication process.

The speaker who presented the whole event did a lot of engaging and listening. It was a two way communication process.

Hold on for a second! Surely presentations should be about telling the audience and not discussing with the audience!

While that might me true to a very minute extent, it is a wrong mind set to have.

Tell me, have you ever tried listening to a teacher that never stopped to ask if you understood what he was teaching?

Or have you ever tried having a conversation with a self centered person who enjoyed talking about themselves all the time?

If the answers to any of the above two questions are anything less than positive, then I am sure that you will agree on a number of factual points.

A presentation that concentrates on:

Telling rather than engaging people

Talking to rather than connecting with people

Carrying on rather than stopping to listen to people

and hoping people wouldn't ask questions rather than openly answering people's questions,

is a presentation that delivers nothing but boredom and sleepy eyes.

Now imagine you had to present a project to a number of employers

How would you engage them in your presentation?

How would you connect with them?

Will you be happy to embrace questions, objections and criticisms?

Better off, how do you humour them to keep them attentive to your 5 mins of fame?

The key to a successful presentation lies in your ability to put yourself in the shoes of your audience, understand their different temperaments, intelligence level and sequentially engage them individually and generally.

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