What are the best ways to overcome resistance and objections in interpersonal communication?

2 Use clear and credible evidence

The second step to overcome resistance and objections is to use clear and credible evidence to support your claims, arguments, or proposals. Evidence can include facts, statistics, examples, testimonials, or analogies that demonstrate the validity, relevance, and benefits of your message. However, you should also be careful to avoid overloading your audience with too much information, or using evidence that is outdated, inaccurate, or biased. You should also acknowledge and address any counterarguments or alternative perspectives, and explain why your message is more convincing or preferable.

3 Apply the principles of persuasion

The third step to overcoming resistance and objections is to apply the principles of persuasion, which are based on the research of social psychologist Robert Cialdini. These principles include reciprocity, commitment and consistency, social proof, liking, authority, and scarcity. Reciprocity can be used by offering something of value or benefit to your audience, or by making a reasonable compromise or concession in exchange for their cooperation or agreement. Commitment and consistency can be employed by asking your audience to make a small commitment or action that is aligned with your message, or by highlighting how your message is compatible with their identity or beliefs. Social proof can be demonstrated by showing your audience how others have accepted or benefited from your message, or by citing credible sources or experts who endorse your message. Liking can be established by creating rapport and trust with your audience, or by emphasizing your similarities or common interests with them. Authority can be demonstrated by exhibiting your own authority or expertise on the topic, or by associating yourself with someone who has authority or expertise. Lastly, scarcity can be utilized by creating a sense of urgency or exclusivity for your message, or by highlighting the potential losses or risks of not accepting your message.

4 Use appropriate language and tone

The fourth step to overcome resistance and objections is to use appropriate language and tone that matches your message, your audience, and your goal. You should use clear, concise, and simple language that avoids jargon, ambiguity, or confusion. You should also use positive, respectful, and polite language that avoids insults, threats, or manipulation. You should also use confident, assertive, and enthusiastic tone that expresses your conviction, passion, and sincerity. However, you should also avoid being too aggressive, arrogant, or emotional, as this may backfire and cause more resistance or objections.

5 Handle objections effectively

When faced with resistance and objections, it is important to handle them effectively. Ignoring, dismissing, or attacking the objections can be damaging to your credibility, relationship, or reputation. To do this, it is important to listen carefully and attentively to the objection, acknowledging it without interruption or judgement. Clarifying the objection if necessary and asking questions to understand the underlying reasons, concerns, or emotions behind it is also important. Validation of the objection, if possible, is key, as it shows empathy and respect for the other person's point of view or feelings. Responding to the objection with evidence, logic, or persuasion, and demonstrating how your message addresses or resolves the objection, or how it outweighs or compensates for it, is also essential. Finally, confirming the resolution or agreement and thanking the other person for their feedback or cooperation is a must.