What are the best strategies to overcome common objections from multiple stakeholders?

1 Identify the stakeholders

Before you present, you need to know who your audience is and what their roles, goals, and pain points are. This will help you tailor your message, anticipate their objections, and address them effectively. You can use tools like LinkedIn, company websites, or social media to research the stakeholders and their backgrounds. You can also ask your contact person or sponsor to introduce you to the key decision makers and influencers.

2 Acknowledge the objections

When you hear an objection, don't ignore it or get defensive. Instead, acknowledge it and show empathy. This will help you build rapport and trust with the stakeholders and show them that you understand their perspective. You can use phrases like "That's a valid concern" or "I appreciate your feedback" to acknowledge the objection and then ask a follow-up question to clarify it or probe deeper.

3 Reframe the objection

Once you understand the objection, you can reframe it as an opportunity or a benefit. For example, if a stakeholder says that your solution is too expensive, you can reframe it as an investment that will generate a high return or save them money in the long run. You can use facts, stories, or testimonials to support your reframe and demonstrate the value of your solution.

4 Involve other stakeholders

Sometimes, you may not be able to overcome an objection by yourself. You may need the help of other stakeholders who can vouch for your solution or influence the objector. For example, if a stakeholder says that they don't have the budget or authority to buy your solution, you can ask another stakeholder who has the budget or authority to join the conversation or endorse your solution. You can also leverage the social proof or consensus of other stakeholders who have agreed with you or shown interest in your solution.

5 Confirm and move on

After you have addressed an objection, you need to confirm that the stakeholder is satisfied with your answer and move on to the next point or the next objection. You don't want to dwell on the objection or repeat yourself unnecessarily. You can use phrases like "Does that answer your question?" or "Are you comfortable with that?" to confirm and then transition to the next topic or call to action.

6 Follow up and close

After you finish your presentation, you need to follow up with the stakeholders and close the deal. You can send them a summary of your presentation, a proposal, or a contract and ask them to sign it or give you feedback. You can also address any remaining objections or concerns that they may have and remind them of the benefits and urgency of your solution. You can use phrases like "What are the next steps?" or "When can we expect a decision?" to move them closer to the sale.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?