By Debra W. Gould, MS
We’ve all heard about the power of persuasiveness. Persuasiveness isn’t about getting others to agree with you. Persuasiveness is the confidence to overcome objections in order to get others to help you in reaching a goal.
1. Encourage: Don't rush into answering an objection. Don't defend, but also don't ignore. In this phase, you do not need to agree but you need to acknowledge the other person's right to object. Be willing to let the other person express his or her reservations completely. Listen carefully and pay attention to body language. Encourage by showing empathy. Put yourself in his or her place. Some key phrases include:
3. Confirm your understanding: Don't offer solutions until you are sure you understand the real objection:
If there’s a misconception, then clarify.
If there’s skepticism, then prove with examples, statistics and references.
If there’s a real drawback, then show the big picture; how advantages outweigh disadvantages.
If there’s a real complaint, then show action with a plan to address the complaint or concern.
4. Check for agreement: Has the person's concern been resolved? If not, start the process again.
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Debra W. Gould, MS is the president of Debra Gould & Associates, Inc. based in New Orleans and provides management consulting and training services to commercial and government clients. Debra is one of the founders of The Ebony Speakers and co-author of the book, Real Women, Real Issues - Positive Collaborations For Business Success. Debra can be reached at: (504) 244-6576,
email: firstname.lastname@example.org and
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