Crown of Rejoicing Program

Lesson # 9

Handling Objections

Being able to handle objections is something we have to deal with every day of our lives. How good or bad you are at handling objections can make a difference in the quality of your life. This is another one of those things that can help you in many areas of your life and not just in C.O.R.P. . It has been observed that great people and successful people are those who handle resistance in a positive way. Almost anyone can respond well in good situations. It is how we respond during adverse situations that will make or break us in life.

There are three basic attitudes that we need to have when handling objections.

A. Avoid Argument

Do not take it personally. Our natural instinct is to meet the objection head on. Over run it and show our own superiority. Then if you get into an argument (win or lose) you will lose the opportunity to win them to Jesus.

B. Show a positive attitude

"I am glad you said that!" You should be genuine glad that he or she has objected. It shows you that they are interested. By showing a positive attitude you are clearing a way for them to come to Jesus.

C. Use a sincere compliment

It shows that you have really been studying to ask such an intelligent question. When you use these three attitudes you are defusing and explosive situation. You can take a bad situation with work or family and make it very good. By giving someone a compliment instead of lashing back you show maturity, and will be able to get along with just about anyone.

Four basic ways to handle objection

A. Preclude the objections

To do this you simply keep your eyes and ears open and look for the coming objections. Then you handle them before they become full blown objections. The outline is designed to help overcome many common objections. The more experience that you get presenting the gospel the more you will be able to apply this method.

There is an old proverb that says "an ounce of prevention is worth a pound of cure". It is easier to deal with things before they get to their full steam. This method works well in relationships, the workplace, and many other places. We all do this every day in our lives. For example, if you are driving down the highway and see someone coming at you on your side of the road. What do you do? Even though they haven't got to you yet, you start looking for things to do, where you might go with your car. Now they might get on their side before they get to you but you are running the things that you can do through you mind. If they do not get to their side then you might run off the road in an area that you see previously. You would brake and slow down or stop. You might blow your horn to alert them to where they are. The thing that you will not do is wait for them to hit you and then do something. Why not do this in other areas of our life. We might avoid many situations if we do.

B. Postpone the objection

If it is a question that does not have to be answered right away, you can use this method. You may say "I'm glad you ask that, and if you will remind me I will be glad to answer it when we finish what we are talking about. This will keep you from spending a lot of time on things that are not important.

When people are under conviction they are uncomfortable. When they get uncomfortable they will start trying to find a way to change it. Asking questions that have nothing to do with what you are talking about will change the focus. If we allow them to continue doing this we will not be able to present the gospel. Postponing is not saying that you will not deal with it, but that you will deal with it later. We need to be considerate and tactful when using this method.

This method will work in your personal life as well. When worry starts to overcome you, or fear is creeping in, tell yourself that you will deal with it later. Be precise and give yourself a day and a time that you will deal with it. This allows your mind to agree. If you simply say I will not worry or I will not have this fear, you mind will react and say we'll see about that. In other areas when there are two people involved and the situation is getting almost out of hand, agree with each other that you will postpone things until you have had some time to cool off and think about it. Again be specific and set a date and time.

C. Answer the objection quickly

There will be questions asked that will require an answer before you can move own. Simply give a quick answer and return immediately to the subject at hand. This needs to be done smoothly and quickly enough to keep the train of thought. It is not wise to pause long enough after answering the question to give them time to respond. A response will usually come in the form of another objection. Very rarely will someone say "oh I see". Usually if given the chance they will have a series of objections that will change the subject. Remember the reason they want to change the subject is they are under conviction, they are uncomfortable and want to change the way they feel.

There are times when we need to use this method in other areas of our lives. Handle an objection or situation and move on. Do not dwell on it over and over, put it behind you. Let's go back to the example of meeting a car on you side. Let's say you avoided and accident but it was close. Chances are you have more fear after it was over than you did while it was going on. That is your mind automatically postponing fear because it did not need to deal with it at that time. Your mind needed to think of solutions. You may pull off the road breath a sigh of relief, shake, shimmy and thank the Lord. In order to keep going, you must put it behind you, shake it off. Learn from it and move on. There are many who can't enjoy life today, because they are still dwelling on yesterday. We need to answer or handle the objection or situation and move on.

D. Research and return

There is nothing wrong with not having the answer. I don't believe that any one individual has all the answers. It is all right to admit that you do not know. Simply tell them you will have to do some studying and that you will get back to them. It is better to do this than to set ourselves up as some know it all.

You might say how can this work in other areas of my life? I'm glad you asked. If we want to learn we must admit we need to learn. A mind with all the answers has no reason to study or search out things. In order to think of solutions to objections and situations, you must first admit you do not have a solution. Or that there might be a better one than what you have. If a car company quite looking for better way to build their cars, they would soon fall behind. The quality of their product would not improve. They would be stuck in a rut. This is the very thing that happens in relationships. We stop looking for ways to improve. We stop researching other (maybe better) solutions to dealing with things and we get into a rut. To get out of the rut we must start looking for ways to move on.

E. Answer a question with a question

You may say something like so if you knew where Cain got his wife you would be ready to get saved. Or maybe Is this (repeat their question) the only thing that is keeping you from asking Jesus to come into your life. This method has to be used tactfully. Remember this is not the time to go off chasing rabbits, stay on the subject. If you are not careful using this method you will lose their attention.

Remember that objections are opportunities.

Do not take them personally. Do not panic. Objection and situations are opportunities for us to grow. They will allow us to learn move own. The way that we handle them will determine the quality of life that we have.

© 1997 Dr. Randy H. Edwards All rights retained by the author
Used by permission - Fundamental Baptist Institute

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