Tip: overcoming objections

An executive in a recent workshop kept hijacking the conversation by saying, “We just don’t have the resources to do that.” Over and over. Which kept stalling  the strategy session. Here’s how I got the group unstuck. It might be helpful to you when someone uses the common “Yes, but we don’t have the money/people/time” refrain about new approaches or ideas.

“You all are stretched to the limit,” I said. “And let’s remember that we find resources for priorities that are important to us. Things that aren’t so important don’t get funded. Maybe the real conversation here is that this program just isn’t that important to the company right now. Maybe you should together decide it’s not important, and stop frustrating yourselves by bringing it up at every strategy session.”

Radio silence. (And one executive quietly laughing in acknowledgement.)

The group decided that the issue is important and they figured out a way to get a basic approach working within the next few weeks.  It’s not the Cadillac or Four Seasons version, but it begins to provide value and address a real need in the company.

When someone throws objections, get  to the real issue and get out of the endlessly frustrating and unproductive " why not" objections.