Unexpected objections during a virtual presentation can be a golden opportunity to showcase your adaptability and expertise. As a Sales Performance Expert with over 30 years of elite dealmaking experience, I emphasize anticipating potential objections and preparing strategic responses. This proactive approach enhances your credibility and strengthens your negotiation position, turning challenges into opportunities for deeper engagement and successful outcomes.

When an unexpected objection comes up during a virtual presentation, I take a moment to acknowledge the concern, showing that I value the input and am open to discussion. I might ask clarifying questions to fully understand the objection—this not only buys time to think but also helps me respond in a way that’s genuinely relevant. I stay calm and curious rather than rushing to defend my points. Then, I quickly ask myself: Do I engage or park (for later, either as 1:1 or at the end of the session)? I engage if I sense that it is a concern of the majority of the group and an immediate answer is needed. I park if I don't have a ready answer (I stay transparent about that) or if a deeper conversation is needed with the person objecting.

Acknowledge the objection to show you value the input, and maintain a calm, open demeanor. It's always good to ask clarifying questions to fully understand the concern, which shows your commitment to addressing it accurately. Address the objection directly, providing data or examples if possible, and link your response back to the benefits or goals of your proposal. Offer to discuss specific concerns in a follow-up, showing flexibility and dedication to meeting their needs.

As a seasoned professional, I've had my fair share of unexpected concerns raised by clients or stakeholders. Here's how I approach them: First and foremost, I take a deep breath and remind myself to stay composed. It's essential to maintain a calm demeanor, even when faced with a challenging question or objection. A simple "Thank you for sharing your concern" or "I appreciate your input" acknowledges the objection and sets the tone for a constructive conversation. Next, I listen actively to understand the root of the objection. I ask clarifying questions to ensure I grasp the concern fully.