In every company culture, when thoughts and ideas are shared and proposed at the workplace, objections to them do happen from time to time.

This can happen for a variety of reasons, such as:

• Insufficient understanding of the sharing's key points
• Lack of trust and credibility
• Conflicting workplace priorities

Oftentimes, the main challenge isn't the objections you receive. It is how you handle the objections.

Handle the objections effectively and this can in turn, become an opportunity to gain even greater support and trust for the ideas.

How to handle objections effectively?

Here are 3 key principles you can apply, using the 3 E's:

• Empathy: Acknowledge, make the effort to listen actively and understand the other side's perspective
• Enquire: Probe politely to understand the context (real) of the other side's objections
• Ensure: Overcome the objection with your value proposition, assurance and how it benefits the other side

Example in practice when conversing

E.g. Overcoming objection to adopting technology to streamline processes due to unfamiliarity of proposed software tools

"Thank you for your honest feedback. I certainly value and would like to understand more from your perspective." (Empathy)

"Can you share more on how you are feeling about this proposition?" (Enquire)

"Your raised concerns are certainly valid. It can take time to familiarise with the new software tools and we are aware of this. Rest assured you will be supported throughout this transition period with the necessary guidance, check-ins and trainings. Once you are familiar with this software tool, you are actually able to automate and streamline many of your current manual tasks, making your work a lot easier, reduce your workload and make you even more productive." (Ensure)

Concluding remarks

Navigate your received objections with grace, understanding and respect for the other side as part of your company culture.

More often than not, overcoming objections is not an overnight success story. In fact, it will likely take time with continuous conversations and effort.

If handled well, the objections are an opportunity to further strengthen your workplace relationships, nurture collective trust and even gain a broader perspective to further improve your ideas as well.

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