Step 2: Honor the Objection

The Objection Handling Formula

Objections typically carry “yang” (active, masculine) energy.

When guiding a conversation, they’re anything that challenges, de-rails, or questions your path. Meeting yang with yang in these scenarios can very easily create an energetic head-on collision. And typically that’s our first instinct when an objection comes… to “rebuttal”.

As Joe says, “Your instincts are wrong. But the good news is, so are everyone else’s.”

Just like in martial arts, typically the first thing your survival instinct tells you to do is the exact opposite of what technique trains you to do. Rather than meeting yang with yang, harness the power of your yin (passive, feminine) energy. You need to gain position before going for the submission. And gaining position takes leaning in.

So once you understand the objection (Step 1), take a moment to come alongside the person in their objection, and honor it. Behind every objection is some kind of positive intent worth honoring.

Language like “I appreciate that” or “I understand why you’d come to this call with that question” are great go-to’s.

- Andi

Andi Arroyo is the COO of Vision Architect and Convert. She is the operation’s behind-the-scenes systems & processes expert responsible for choreographing, systematizing, and training The Candidate Journey.

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