How can you address objections from stakeholders with different levels of authority?

A leadership principle that I carry from my days at Amazon is ‘leading without authority but with influence’. It means: 1. Building relationships with stakeholders, such as engineers, designers, and sales teams. 2. Earning trust through expertise, empathy, and effective communication. 3. Creating a compelling product vision that resonates with the team. 4. Using data and customer insights to drive decision-making. 5. Empowering team members to take ownership of their work. 6. Providing guidance and support, rather than prescribing solutions. 7. Navigating conflicts and disagreements through active listening and problem-solving. 8. Building a network of influencers and champions across the organization.

Ich habe gute Erfahrungen damit gemacht frühzeitig (proaktiv) Einfluss auf die Stakeholder zu nehmen und Sie für mein Projekt zu gewinnen und somit Konfliktpotential zu vermindern. Dabei lassen sich vorhandene Stakeholder strategisch nach Konfliktpotenzial, Einfluss/Macht, Gründe/Ursachen Betroffenheit, Erwartungen SH gegenüber PM, Erwartungen Projekt gegenüber SH, Strategie, Steuerung/Ma?nahmen einteilen. M?chte ich die Person mit einbeziehen, wird sie partizipativ behandelt. Diskursiv gehe ich vor, wenn über Diskussion mit dem Stakeholder verhandelt wird. Als letztes Mittel ist eine repressive Vorgehensweise m?glich.

Lidar com obje??es de partes interessadas com diferentes níveis de autoridade requer habilidades de comunica??o eficazes e capacidade de adapta??o. A chave é identificar a origem da obje??o e entender as raz?es por trás dela. Isso pode envolver fazer perguntas abertas para obter mais informa??es e esclarecer os motivos específicos que levaram a pessoa a apresentar a obje??o.

Integrating the turtle method, stakeholder analysis, and brainstorming is essential for effectively managing stakeholders' objections with varying authority levels. Stakeholder analysis identifies relevant parties, while the turtle method fosters active listening. Brainstorming generates innovative solutions. Prioritizing responses based on stakeholder influence and interest ensures effective communication, promoting stakeholder satisfaction and informed decision-making across all levels of authority.

My opinion is that sometimes, it's effective to challenge stakeholders directly after validating their objection. This can be done respectfully by presenting alternative perspectives or new data they might not have considered. It encourages a culture of critical thinking and openness to change, ultimately leading to more innovative and well-rounded solutions.

Ao oferecer alternativas e compromissos ao cliente, é importante lembrar que, muitas vezes, as obje??es podem surgir de preocupa??es legítimas ou desconfortos em rela??o ao produto ou servi?o. Portanto, é crucial apresentar solu??es que abordem essas preocupa??es, demonstrando flexibilidade e disposi??o para chegar a um acordo que atenda às necessidades do cliente.

Ao oferecer alternativas e compromissos ao cliente, é importante lembrar que, muitas vezes, as obje??es podem surgir de preocupa??es legítimas ou desconfortos em rela??o ao produto ou servi?o. Portanto, é crucial apresentar solu??es que abordem essas preocupa??es, demonstrando flexibilidade e disposi??o para chegar a um acordo que atenda às necessidades do cliente.

Never ever go into the traditional sales pitch. Many people have a distorted perception about persuasion. A certain degree of basic psychology is required to: 1. Understand the organisational hierarchy, it's not the same to talk to a junior than a senior, they perceive value in different ways. 2. Ask questions, contrary to popular belief, the one that talks more might not be in total control. The real driver is the inquisitive one. 3. Offer your solution after gathering all data. The more data, the best desicion, but be careful, data excess might lead to confusion. 4. Be patient to close, patience doesn't mean being slow, os mastering the timing to offer the solution to them that can be understood in their particular language.

Ao lidar com obje??es de partes interessadas com diferentes níveis de autoridade, é importante adotar uma abordagem consultiva, ouvindo atentamente as preocupa??es do cliente, oferecendo alternativas e compromissos adequados, e fornecendo evidências sólidas para respaldar suas propostas. A chave é mostrar empatia, buscar compreender as necessidades e perspectivas do cliente, e trabalhar em conjunto para encontrar uma solu??o que atenda a ambos os lados.