How we change what others think, feel, believe and do

Handling objections with humor

Disciplines > Sales > Objection-handling > Handling objections with humor

Technique

When they object, do not respond with negative emotions such as anger or frustration.

Defuse the tension with gentle humor, maybe feigning shock or otherwise poking fun at yourself.

Be careful about making them the object of humor. It can be done, but you need to be sure first that they will not be offended.

Examples

Oh no! What will we do! (smiling)

Well I think this car would be very sad to see you go home without it.

I think I've lost my touch. (looking at hands with puzzled expression)

How it works

When you receive objections it can be very frustrating and it is very easy for these emotions to leak out. By reframing the situation with gentle humor, you can show that you are not offended by their refusal.

Remember that they, too, may find objecting embarrassing and uncomfortable, with the result that they may well want to get away from you (and the embarrassment) as soon as possible.

Handling objections with humor

Technique

Examples

How it works

See also