Seminar Objections Handling Techniques

Objections from seminar audience could keep seminar facilitators on their toes. Hence, it is important for seminar facilitators to know how to handle such objections from the audience. This article will provide information on several tips and techniques to deal with different types of objections raised during seminars. What is an Objection? In a seminar, an objection is anything an individual or a group of people in your audience would say or do that would imply a concern, question, skepticism, or a negative reaction. Despite it being seemingly intimidating and even scary for some, objections should be acknowledged, discussed, and as much as possible, resolved. As a seminar facilitator, you should take an objection as a positive challenge because when properly handled, it would be advantageous to both you and the person concerned. Those who refuse to address objections could very well lose credibility and eventually, the respect of the audience. Techniques in Handling Objections There are many techniques that you can use in handling objections raised during seminar. But before you can tackle on just about any technique, the very first one you need to learn is to never take it personally. People have different personalities, which is why some may be smiling when you first meet them and yet there are also those who are frowning and even those who do not even bother to look up and see who is on stage. But apart from that, one reason why you should not take things personally is because people have their own emotional baggage; they probably had a bad day. So, it is really nothing personal. The next technique is to never be defensive. Nothing can be worse than a seminar facilitator who starts to verbally attack an audience because this person made a negative remark. Detach yourself from the situation and handle it professionally. Keep your emotions in control and do not lose composure just because somebody from the audience said you got it wrong. In line with this, you may also utilize empathy — a very effective technique that has worked wonders in many public speaking events and tough customer service situations. You can win the respect and even the hearts of the audience if you sincerely empathize. Put yourself in the other person’s shoes so that you could vicariously understand why this person is reacting negatively to something you said or did during your presentation. When you seek to understand, you will be able to handle the situation better. Lastly, learn to defuse the situation. Let go of the negative energy and make sure everybody does not get affected with the objection. Use humor but be careful not to be sarcastic. Do not become tensed or the situation will only get worse. How to Handle a Tough Audience Seminar facilitators would inevitably come across a tough audience. It could be that you will be conducting a seminar for high-ranking company executives, board members, doctors, lawyers, or experienced sales people. Or it could also be that you will be conducting your very first seminar—it is always hard the first time around. Regardless of the situation, the best way to deal with a tough audience is to come prepared and to know some tips that could help you win them. An essential tip is to always state an achievable goal right at the very beginning. Your audience would always ask—though often to themselves, “what’s in it for me?” And by telling them what your goals are for them, you are already giving them the answer to their question. Next, make the audience feel important. Appreciate them for being there, in spite of their schedule, and acknowledge the sacrifice they made just so they could attend the seminar. You will win their respect by doing so. Another tip is to adapt. You, as the seminar facilitator, should familiarize yourself with their “local language” and industry-specific jargons. Cite specific examples that they can relate to, use words and terms that are common to them. If you do not know much about their company, ask them a lot of questions during the entire course of the seminar. You will impress them with your inquisitiveness and interest towards them.