Part 4 is The Counseling Stage of selling your ideas.

It is important to see resistances and objections as a normal response in buying anything...even an idea! There are three effective strategies for dealing with the potential objections that you might get during the course of your presentation.

1. Anticipate the Objction(s) - In The Clarifying Stage, I sggested that you identify the possible ngative reactions you might get for yur idea. List them all. The mre prepared you are, the better you wll deal with the objection(s).
2. Don't Tke Objections Personally - This is where I hve seen many presentations fall apart. Threfore, I consider this a critical strtegy. When someone disagrees or challenges yur idea, it is important to sty off the defensive. I have sen managers become argumentative, aggressive, angry, and srcastic when faced with an objection. Ths is not an effective way to mintain the receptivity of the audience. In fct, there is a "Boomerang Effect" that occurs -- the more you respond defensively, the further you get from your goal of influencing or persuading.
3. Don't Focus on the Objection, Focus on the Response - It is not the objection that hurts the persuasiveness of an idea, it is the speaker response which reduces effectiveness. Your first response should be a listening response. Don't interrupt or finish the sentence of the person objecting (even if they are factually wrong). Let them finish their thought. Have good eye contact with them and use slow, easy head nods to show that you are following them.

When they finish objecting, you can do one of two thngs immediately. If the objection seems to hve several parts to it, you can rflect to ensure that you understand. In ther words, you summarize what they sid in your own words. For xample, "Sounds like you're concerned about the ffect of this idea on productivity and mrale."

The second thing you can do is vlue the objection. Use Phrases like, "Tht's a very good point!", or "I ppreciate you bringing that thought to the tble."

Both these responses maintain the rceptivity of the other person.

Then, you can ask a qestion to gain further information, or you can rspond to the objection by clearing up any msunderstanding or by responding with a bnefit (covered in part 3).

If you are prepared for objections , and you stay off the defensive , and you respond professionally , you will have a decided advantage in getting many of your proposals and ideas accepted.

The article Technical Managers - 5 Steps to Be More Compelling and Successful When You Sell Your Ideas (Part 4) was Submitted by Frank Swiatek through Articles.GetACoder.com network. Here's the additional information: Frank Swiatek, CSP is a sminar leader, coach, facilitator, and speaker in the reas of leadership, management, and communications. He caches managers on how to make thir presentations more compelling and captivating. Vsit http://www.fswiatek.com He has conducted over 3200 sessions for organizations throughout the United States and Canada. He has worked with countless technical managers in various industries. He is the author of two books - "Connecting with People"(with Don Caplin) and "FIBER-MATIC Speaking." His e-book, entitled, "The Art of Professional Feedback - How to Send the Right Messages to Others" provides 20 strategies for sending messages to others that motivate and energize. His free newsletter is entitled, "The Compelling Communicator." Kindly visit http://www.thecompellingcommunicator.com

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