ArticlesBlog Dealing with Objections August 30, 201970 No related posts. Related tags : audience IESE Listening Persuasion Sales Post navigation Previous Article Dealing with Invoker Next Article Business English Vocabulary VV 55 – Product Management English | Marketing English Comments (70) December 10, 2012 at 4:52 pm Excellent video Conor! I like the tactic of "I understand…" Reply December 11, 2012 at 11:55 am Thanks Darragh. How's things with you? Reply December 12, 2012 at 11:46 am Thanks Dane. I still need to keep practicing this! I mess up about 60% of the time 😉 …or more Reply December 12, 2012 at 11:30 pm It is very interesting, but I don't see a clearly laid out criteria for the question that comes after the "I understand….". It needs to be open, right. but what's the goal of the question? Is it a proposition? Or only to understand the real feelings behind the other person's question? I believe the last question can use some more scripting. Reply December 13, 2012 at 5:10 pm True, I don't address what the question should achieve. There are 3 levels of question: 1) continues this line of discussion 2) opens out to new areas of discussion 3) gets at the underlying beliefs, values, decision criteria of the other person. The real change in this Aikido Conversation is not reacting automatically to the question, objection… but giving yourself a moment to get emotional control and then seek to understand more of where the other person is coming from. Reply December 13, 2012 at 5:30 pm Conor, thanks for the clarification. I think it's a very valuable interpersonal communication tip. We need lots of those 🙂 Reply May 19, 2013 at 1:06 pm Dude you are amazing and I like the way you speak in a genuine way ! Reply May 24, 2013 at 8:52 pm Enjoyed! I am going to have to practice this (and I have many opportunities daily …). It truly does sound like an art to master. I disconnected a little with the Aikido reference, but I know where you are coming from. Maybe it's a woman thing. I like the "seeing the world from their perspective" aspect, but not the "attack" and "use their force against them". Maybe "What feels like an attack is only a fear based reaction. Be curious; seek to understand the world through their eyes …" ? Reply June 20, 2013 at 1:45 am I have a question. ..what if that person just throw it straight back at u.. what do you understand? You understand nothing. …how should we respond to that please. ..thankyou Reply July 29, 2013 at 2:49 pm Excellent concept. We should rethink about the paradigm of always giving answers to questions. Reply September 28, 2013 at 6:58 pm Thank you Conor for the idea of "I understand…" Reply November 24, 2013 at 3:43 pm Tem sido muito importante para mim assistir a seus vídeos. Eles realmente têm me ajudado muito a compreender as questões abordadas e isso me torna mais seguro quando tenho que desempenhar meu trabalho. Sou-lhe eternamente grato. Continue assim, pois você tem ajudado muitas pessoas. Reply February 11, 2014 at 4:26 pm Wow! This is amazing. I can see the application in a presentation AND in interpersonal situations. Presently, I am confronted with responding to an objection and must confess, my initial response was old school. Thanks to you, I have a far more productive tool. This will require that I, "man up" and be prepared for the feedback…but I am willing. Reply February 22, 2014 at 6:23 pm Thank you Conor, I have tried some of your methods at hostile meetings at work (competing work groups forced to work together to form new strategies) and it works. They respond much better then if I just give them the "our solution is better because list of arguments" 🙂 Reply February 24, 2014 at 12:13 am very educational, These are some of relevant tools I can use in my job, dealing with objection is something we deal in our daily life, and sometimes answers are never there for you, but this puts it so simple, Thank you for your brilliant advice. Mr Neil Reply April 2, 2014 at 4:22 am Thank you Mr. Neill. This will help in my relationship with my daughter 🙂 Reply May 15, 2014 at 2:38 am Really, really great advice Conor! I'd also be interested in more on the follow up, in what happens after the "I understand, etc." Your teaching is invaluable and I share it with everyone I can! Reply July 27, 2014 at 6:18 am Excellent…Conor Neill has an amazing personality. Reply October 26, 2014 at 9:08 pm Great video! However, What could I say if after I say "I understand" the other person says "no you dont!"? Reply November 9, 2014 at 10:21 pm Your videos help me a lot in my speech classes and have given me the confidence and skill I need to give a proper speech . Reply January 27, 2015 at 4:57 am Genius! You are brilliant. You have helped me see the reasons to why my answering causes the discomforts with the companies of mine. Ikedo, what a great tact to help me communicate qualitatively with others. Thank you My Love, and thank you a million times! Reply April 8, 2015 at 8:58 pm Connor, you are a true inspiration! Would love to train with you in the future Reply November 4, 2015 at 2:19 am 1. "I understand that…" 2. Ask an open question. Reply December 6, 2015 at 1:46 am That was great!! Thank you. Reply December 30, 2015 at 7:49 pm I did not expect to hear something about Aïkido in this talk. It is relevant. I know from experience how hard it is to maintain my composure in the face of verbal violence. If I answer in kind, it may soon escalate and turn into a shouting match, leading to more violence. It is far better to keep a cool head and try to see the situation from the other person's perspective, no matter how unappealing that person might appear during their creepy overture. Reply April 7, 2016 at 6:42 am one among the best videos I ever watched.. Reply April 26, 2016 at 6:54 pm wow. .. what great you are ….. thank you so much 👏👏🌷🌷 Reply October 27, 2016 at 2:23 pm it is hard to change a habbit , I watchef this vedio 5 times I agree with the concept but when I face similar situation I counsiously reply by either defense or questionnow Sir I would like your advise what is the best way to get rid of such habit Reply January 3, 2017 at 2:11 am This is great! I can't get enough. Reply January 24, 2017 at 11:16 am so great! you put the problem so graspably into words! I love it. I love this subject. we even deliver 2 days workshops to train it. so I will defintely use the way you present the problem. thank you so mich Reply March 25, 2017 at 1:34 am thank you Reply March 4, 2018 at 7:08 am AMAZING Conor – thank you! #success Reply April 16, 2018 at 10:07 am Sales and Martial Arts. Great way to explain! 💎💎💎 Reply June 18, 2018 at 6:54 am I will be delivering a speech for my speech class soon. These videos have definitely helped me. I am understanding and taking notes as I go. I have two weeks left until I give my speech. Normally I am the nervous and shy type when being in front of crowds of people, but knowing all this information helps me think less of it and focus more on my speech. Reply July 20, 2018 at 2:43 pm Loved your way of problem solving capability. Loved your analysing and how we can practice Reply August 2, 2018 at 11:18 am Really effective. Reply September 19, 2018 at 3:11 pm Thank you Mr. Neill Reply October 30, 2018 at 9:35 pm Very informative Reply October 31, 2018 at 11:50 am THANK YOU SO MUCH MR. NEIL. IT IS HELPFUL. Reply December 18, 2018 at 11:01 pm Excellent Reply December 29, 2018 at 9:45 am thank you, its a great message. Reply December 30, 2018 at 12:17 pm The higher emotions go ,the lower thinking gets. Wow. Reply January 11, 2019 at 4:50 pm Dang it! I wish I knew about this sooner! Thanks Conor Reply January 12, 2019 at 10:05 am Wow great video love to watch more,nice video thanks for sharing with us Reply January 18, 2019 at 10:50 pm How slow, how tedious…..yada, yada, yada……on and on…far too many words for the 'pay-off'. Full of superficial, pseudo-psychology. He's the bloke in the bar who gives you 'legal' advice. Reply January 30, 2019 at 10:41 pm I call this A.I.O.A. This is where you ''Acknowledge and Isolate = ''I can appreciate you wanting to get the best bang for your buck, apart from that is there anything else holding you back?'' They will either give you another objection or tell you that's it. Then you Offer a solution and Ask again. ''Ok, I would hate for you to miss out on this opportunity so here's what I'm going to do for you, why don't we break this down into monthly payments…that way it's easier on your wallet and you still walk away happy, Do you want to put that on visa or mastercard?'' Reply January 31, 2019 at 5:54 pm Wife : No you dont understand me !Me with a shooting voice : I understand that I don't understand Reply February 2, 2019 at 11:06 pm Taking psychological methods that may be helpful to people and their issues and using it to feed on their emotions just so you can sell them junk! A profession ideal for sociopaths Reply February 4, 2019 at 3:04 am 14 years, 18 years, 10 years? What is this guy talking about? He is just full of shit. All he needed to say is "Think about and anticipate your answer". But he takes SO long to say it because … in that way he draws you in so that he can justify his fee. I'll give you one for free. Before you enter into any discussion always visualise the various situations that may or may not happen, walk through them in your mind, and then have an appropriate answer prepared and an idea about how to go beyond that. There Conor, that is all you needed to say without all of the contrived, convoluted crap. You talk a lot and say little of any value, typical self-promotion and mostly hot air. Reply February 18, 2019 at 11:48 pm good persperctive . .thank you! Reply March 8, 2019 at 5:05 pm This classic answer a question with a question, but opening with a demonstration of your understanding of what they just said. More respectful and interestingly a key item of debate 101 to establish the stasis of the argument. The 4 other iterations of open questions, echoes 5 whys, which is classic kanban. Funny how different domains can lead to the same techniques. Reply March 12, 2019 at 10:23 am Thank you Conor, great video, really inspiring. Reply March 28, 2019 at 8:26 pm Aikido practitioners do not 'go toward a punch' they step to one side, allow the fist to continue travelling forward, intercept the motion, take control of the momentum, guide the opponent's energy into a motion that will result in their wrist/elbow/shoulder joint etc being locked and used to force the opponent's body to continue in the direction the technique requires. They are thrown to the floor by following the momentum through in a CIRCULAR path, not forward or backward, but sideways and circular, and not in any way as described here by the snakeoilsalesman. Not unless they have a very poor Aikido teacher who doesn't actually understand Aikido. They definately shouldn't be allowed to pretend to be a teacher when they don't even understand the basic principles. Why do salespeople think it's ok to use people's gullibility to line their pockets. Why do people think this guy is some kind of mentor. Do we really want this kind of manipulative bullshit to be the way our business life is conducted? Isn't it time now that the world moved on and gave these kind of sharks their P45. x Reply April 7, 2019 at 6:29 pm I like it Reply May 8, 2019 at 2:55 am Great video! I showed this to my wife and told her she was aways very emotional, she inferred I'm calling her dumb, i replied i understand that emotions are important, what else is the need😎😂 Reply May 22, 2019 at 6:50 pm In Aikido mind I'll say "Yes, this looks like an expensive product, because our priority is top quality and service, to save cost and stress to our clients". As formal Aikido instructor (Kobayashi) we using the energy of "aggression" (opponent) and redirect to the more beneficient direction to me 😉 Kind regards Reply May 23, 2019 at 3:23 am I got an objection from my boss and I know what to reply. Reply May 26, 2019 at 2:57 am ha ha Reply May 28, 2019 at 10:49 am My ex-wife said the magic had gone out of our marriage so I disappeared LOL Reply May 29, 2019 at 6:40 am Please someone call Steve Coogan hours of entertainment imitating this guy Reply June 5, 2019 at 2:30 pm This is very helpful Reply June 6, 2019 at 5:01 pm So much information, amazingly important!Small little changes created bigger improvements.Right on the button!!!!! Reply June 8, 2019 at 12:21 am Don’t forget to subscribe!😉👍 Reply June 25, 2019 at 8:29 am Ur English is good along with input. Reply July 5, 2019 at 1:13 pm I understand that you have a good point. Reply July 10, 2019 at 4:04 pm Me "This is called manipulation. Sociopaths use these techniques. It would be difficult to be this man's friend."Him: "I understand that you think I am a manipulative sociopath. What would you say if I could show you 5 ways we could be friends?" Reply July 21, 2019 at 8:34 am V Reply July 30, 2019 at 12:36 am I love your video and the value that it provides Reply August 3, 2019 at 10:01 am This os the third video I’m watching from you and all of them were full of important advices. Thank you, Mr. Conor. Reply August 9, 2019 at 4:29 am Thank you sir Reply Comment here Cancel reply Comment Name * Email * Save my name, email, and website in this browser for the next time I comment.