How do you handle objections and rejections without losing rapport and trust?

Handling objections and rejections without losing rapport and trust is an art of balancing confidence with empathy. I always start by truly listening—people want to feel heard, not argued with. Instead of reacting defensively, I acknowledge their perspective and ask clarifying questions to show genuine interest. Then, I reframe the conversation by aligning my response with their needs, demonstrating value rather than pushing a stance. If rejection is final, I leave the door open for future opportunities, ensuring they remember the interaction as professional, respectful, and insightful. Relationships outlast transactions, and trust is built in moments of grace under pressure.

En écoutant attentivement l’autre en mettant l’accent sur la résolution du problème sans prendre les opinions personnellement, trouver un objectif commun est la source du consensus.

At LTK Advisors, we validate objections by acknowledging concerns without dismissing or arguing against them. Using phrases like "I appreciate your honesty," "I understand your point of view," or "That's a valid concern," helps reassure clients that their feedback is heard and respected. This approach fosters trust, prevents defensiveness, and opens the door for collaborative problem-solving. By showing empathy and a willingness to address concerns, we create a productive dialogue that leads to solutions aligned with the client's needs and objectives.

The second step is to validate the objection or rejection by acknowledging its legitimacy, even if you don’t agree with it. Use phrases like, "I appreciate your honesty," "I understand your point of view," or "That's a valid concern." This shows that you respect their perspective and are not dismissing their feelings or concerns. By validating their objection, you create an atmosphere of trust and openness, allowing for a constructive conversation where both sides can collaborate to find a solution, rather than pushing against each other.

You need to make sure that people feel heard for them to stay at the table of "disagreement" -shifting the conversation to being heard rather than being right is always very useful

ARM: Acknowledge, Respond, Move on. Make it short and respond with a unique resolution, end it with a question that can make them think for a second - the goal at this stage of the conversation Is to continue the conversation.

Dar senso de compreens?o e necessidade de entendimento para propor solu??o. Uma vez que a solu??o é definida comunica a mesma em detalhes e define-se a proposta de trabalho e modelo de atua??o.

Reframing objections means presenting them from a different angle, emphasizing the benefits or risks of not acting. Use storytelling, analogies, or comparisons to shift focus from the negative to the positive. For example, share a success story of a similar client overcoming challenges or compare the cost of your offer to the cost of the problem it solves. This creates urgency and highlights the value of your solution, encouraging action by showcasing the positive impact or the potential consequences of inaction.

A assimila??o através de um caso prático com início, meio e fim torna a situa??o muito mais fácil de ser entendida e aceita uma vez que está sendo trazido uma solu??o já conhecida.

At LTK Advisors, we reframe objections by shifting the focus from concerns to opportunities and value. We use storytelling, analogies, and contrast to help clients see the bigger picture. For example, if a client hesitates due to cost, we might compare the investment in our solution to the long-term expense of not solving the problem. We also share success stories of similar clients who overcame the same challenges and achieved measurable results. By turning objections into possibilities, we create a sense of urgency and confidence, helping clients see the true benefits of taking action.

Rejection and objections are inevitable, but how you handle them can make all the difference. 1. See rejection as valuable feedback to improve your approach. 2. Embrace objections as part of your personal and professional growth. 3. Use objections to clarify needs and better tailor future solutions. 4. Handle rejection with grace to build stronger, respectful relationships. 5. Focus on progress, knowing each setback brings you closer to success.

Una vez entendida la objeción e incluso compartiéndola, es el momento de replantearla, es decir, ir encaminando al cliente a que modifique la objeción sin que llegue a obviarla.

Resolving objections involves directly addressing concerns with evidence, proof, or guarantees. Use facts, data, testimonials, case studies, demos, or trials to support your claim. Tailor your response to their needs, goals, and preferences, showing how your offer can help them achieve those objectives. The goal is to build trust by providing concrete evidence that your solution is reliable and effective, reassuring the prospect that your offer meets their specific requirements and will lead to a positive outcome.

At LTK Advisors, we resolve objections by providing tailored, data-driven solutions that directly address client concerns. We use facts, case studies, testimonials, and demos to reinforce the value of our offerings. For example, if a client doubts ROI, we share measurable success stories of similar businesses that achieved significant growth. If uncertainty remains, we offer trials or guarantees to mitigate risk. By aligning our response with their specific needs and goals, we demonstrate credibility, build trust, and position our solution as the best path forward for their success.

Una vez encaminado, necesitaremos resolver la objeción. Aquí es muy importante tener la objeción clara y, sobre todo, la resolución de la misma para poder dar la confianza necesaria al cliente. Es cuestión de segundos y se puede perder todo sino muestras una seguridad superlativa.

Tornar-se um aliado positivo de seu lead/prospect/cliente é sempre uma das mais efetivas formas de derrubar os muros das obje??es! E no fim, fortalecer seu poder de qualidade e de solu??o!

At LTK Advisors, we confirm the resolution by ensuring the client feels confident and ready to move forward. We ask clarifying questions like "Does that make sense?", "How do you feel about that?", or "What would be the next step for you?" to gauge their comfort level and address any lingering concerns. This step reinforces trust and rapport, demonstrating that we are committed to their success. By actively listening and confirming alignment, we ensure that objections are fully resolved and smoothly advance the sales process toward a mutually beneficial outcome.

Confirming the resolution means checking if the prospect is satisfied with your answer and if any doubts remain. Use phrases like "Does that make sense?" or "How do you feel about that?" to gauge their understanding and emotions. Ask, "What would be the next step for you?" to ensure you've fully addressed their concerns, built rapport, and advanced the sales process. This step is key to confirming that the prospect is ready to move forward, making sure they feel confident in the solution you’ve offered and in their decision to proceed.

Another good approach to sense if there's an understanding in the topic is asking the person to summarize certain parts with their own words.

Confirming the resolution is an essential step. Even if you are confident that the new solution solves the initial concern, explicitly asking the stakeholders if it does invites them to reflect and spend the time to consider their feelings. Even if they THINK it might be a good resolution, without FEELING that it is the right way to move forward, the issue may crop up again.

A partir de aquí, reforzamos la solución repitiendo en varias ocasiones la manera de solventar la objeción inicial y dando a entender que ese "problema" está completamente resuelto por nuestra parte.

The final step is to follow up, staying in touch until the prospect makes a decision. Provide additional information, support, or incentives as needed. Send a thank-you note, a conversation summary, or a reminder of benefits or deadlines. You can also offer special deals or bonuses to maintain momentum. The goal is to reinforce the value of your offer, address any remaining concerns, and keep the conversation moving toward a decision. Following up helps build trust and shows that you’re committed to helping them make the best choice.

?? Manejar objeciones sin perder la relación ni la confianza es como una cita que no salió como esperabas. No insistís, no discutís… pero dejás la puerta abierta. ?? Un "no" muchas veces es un "no ahora". Si reaccionás con presión o enojo, la historia se termina ahí. Pero si escuchás, entendés y aportás valor, tarde o temprano la oportunidad vuelve. ?? No lo tomes personal, sino profesional. ?? Mostrá interés, no desesperación. ?? Si no es hoy, quizá sea ma?ana. Los negocios, como el amor, son cuestión de confianza. ?Te ha pasado? Contame en los comentarios. ???? #Ventas #Confianza #Negociación #RelacionesComerciales

I would like to understand first what the objection is all about. Taking into consideration good listening and communication skill. this will be a start to resolution process.

D’après mon expérience, une objection est rarement un “non”. C’est souvent un “je n’ai pas encore assez confiance”. Quand on prend le temps de : Comprendre sincèrement l’objection, la reformuler avec les bons mots et surtout, montrer qu’on est là pour accompagner, …on transforme un moment de tension en un véritable levier de confiance. Ce que j’ai appris : L’objection révèle ce que la personne n’ose pas toujours dire. La clé, c’est de montrer qu’on écoute sans juger, et d’apporter des preuves concrètes. Et parfois… d’accepter que ce ne soit pas le bon moment. Ma règle d’or : ne jamais vouloir “gagner” face à une objection, mais chercher à comprendre pour avancer ensemble.