Think Fast Talk Smart: Communication Techniques 140. Rethinks: How to Handle a Skeptical Audience
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Apr 30, 2024 Burt Alper, a Stanford GSB lecturer and expert in strategic communication, shares his insights on engaging with skeptical audiences. He emphasizes the importance of preparing for objections and using techniques like reframing and acknowledging audience input. The discussion highlights how to distinguish between emotional and logical skepticism while maintaining credibility. Alper also delves into the art of paraphrasing to enhance communication and build connections, ensuring speakers remain calm and authentic, even in challenging discussions.
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Handling "That Won't Work Here"
- Bert Alper shares an example of handling the objection "that would never work in my company."
- He acknowledges the concern's validity, offers adjustment freedom, and suggests trying one aspect.
Prepare for Pushback
- Anticipate potential pushback by considering your audience and the information's contentiousness.
- Develop a strategy beforehand for addressing these objections.
Two Types of Objections
- Objections can be divided into logical (specific details) and emotional (general unease).
- Logical objections resemble individual trees, while emotional objections resemble the whole forest.