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How can you handle objections from multiple stakeholders during a group presentation?

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If you're a B2B marketer, you know how challenging it can be to present your solution to a group of decision-makers who have different needs, goals, and objections. How can you handle their questions and concerns without losing their interest, trust, or buy-in? Here are some tips to help you prepare and deliver a persuasive group presentation that addresses multiple stakeholders' objections.

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Rimjhim Saikia

Internal Communications Expert | Content Creator | Campaign strategist | Stakeholder Management | Content Analytics |…

1 Know your audience

Before you design your presentation, do some research on who you're talking to and what they care about. Find out their roles, responsibilities, pain points, expectations, and preferences. Use this information to tailor your message, benefits, and evidence to each stakeholder's perspective and language. For example, if you're talking to a CFO, focus on how your solution can save money, improve efficiency, and increase ROI. If you're talking to a CTO, highlight how your solution can integrate with their existing systems, enhance security, and support innovation.

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2 Anticipate objections

Don't wait for your audience to raise objections during your presentation. Instead, anticipate the most common or likely ones and prepare your responses in advance. Think of how you can overcome or minimize their doubts, fears, or objections with facts, examples, testimonials, or demonstrations. You can also use the technique of preemptive objection handling, where you bring up and address an objection before your audience does. This shows that you understand their concerns and have a solution for them.

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3 Engage and interact

One of the best ways to handle objections from multiple stakeholders is to engage and interact with them throughout your presentation. Don't just talk at them, but invite them to ask questions, share feedback, or participate in activities. This will help you build rapport, trust, and credibility with your audience, as well as uncover any hidden or unspoken objections. You can also use interactive tools like polls, surveys, quizzes, or games to capture their attention, interest, and input.

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Rimjhim Saikia

Internal Communications Expert | Content Creator | Campaign strategist | Stakeholder Management | Content Analytics | Collaborator | Writer
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One of the best ways is to ask questions to your audience. A lot of the things they are looking for will be hidden in the answers they give. This is a great way to get a feel of your audience and craft your narrative accordingly.

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4 Listen and empathize

When you face an objection from a stakeholder, don't dismiss it or argue with it. Instead, listen carefully and empathize with their point of view. Acknowledge their concern and show that you respect their opinion. You can use phrases like "I understand where you're coming from", "That's a valid question", or "I appreciate your feedback". This will help you avoid confrontation and defensiveness, and create a positive and collaborative atmosphere.

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Erik Aapkes

Managing Partner specializing in commercial consultancy and capability development
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Start dancing not fighting using YES, AND instead of YES, BUT. I.e. acknowledge the fact that the other has an objection, reframe the objection and resolve. "You are too expensive" --> "I can understand that you are asking yourselves if the quality of our work, justifies the price we are asking for it..." And make sure you qualify and quantify the objection by asking pertinent questions following the funnel technique: - OPEN QUESTIONS - to obtain information - PROBING - to get more details - RHETORICAL - to summarise and understand - CLOSED - to confirm

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5 Respond and confirm

After you listen and empathize with an objection, respond with a clear and concise answer that addresses the core issue and reinforces the value of your solution. Use evidence, data, stories, or analogies to support your answer and show how your solution can solve their problem or meet their need. You can also use the technique of feel-felt-found, where you relate to their feeling, share how others have felt the same way, and explain what they have found after using your solution. After you respond, confirm that you have answered their objection satisfactorily and move on to the next point or question.

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6 Follow up and close

At the end of your presentation, summarize the main benefits and outcomes of your solution, and remind your audience of how it can address their objections and goals. Ask for their feedback, opinions, or questions, and address any remaining concerns or doubts. Then, close with a clear and strong call to action that urges them to take the next step in the buying process. You can also follow up with an email, a phone call, or a meeting to reinforce your message, provide additional information, and move them closer to a decision.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How can you handle objections from multiple stakeholders during a group presentation?

1

2

3

4

5

6

7

1 Know your audience

2 Anticipate objections

3 Engage and interact

4 Listen and empathize

5 Respond and confirm

6 Follow up and close

7 Here’s what else to consider

B2B Marketing Strategy

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How can you handle objections from multiple stakeholders during a group presentation?

1

2

3

4

5

6

7

1 Know your audience

2 Anticipate objections

3 Engage and interact

4 Listen and empathize

5 Respond and confirm

6 Follow up and close

7 Here’s what else to consider

B2B Marketing Strategy

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