Tag Archives: handling objections
The Three Approaches to Preparing for Objections
Effectively handling objections is largely based on what we do before, rather than in, the moment the objection surfaces. Government relations professionals tend to fall into one of three groups along a dimension of increasing sophistication.
No Apologies
I’m worried when I see PAC recruiters open their talk by apologizing for having to ask for PAC contributions. This is one of the weakest ways to start a PAC pitch. It can open the door to some hostile objections because you are subtly communicating that you are not positive about what you are asking your audience to do. If you don’t approach the audience with a positive attitude, they certainly won’t feel good about your message. Rest assured that your audience catches whatever attitude you are sending.
