tements are brief, positive with no recrimination and are responsive to the question asked.It is important to have a valid answer when an objection is raised. Dont become defensive. No one sells anything to people while they are arguing with them. ACKNOWLEDGE THE OBJECTIONYou: I can understand your concern. It is something we should discuss, and I would like to address it directly. ORYou: Youre very perceptive and youve raised an interesting point. It deserves some frank discussion and Id like to address it.You have acted in a friendly and reassuring way, and that implies you feel secure about your abilities in the area under question. REDIRECT THE CONVERSATION Lets say the interviewer raised the objection that your experience was in a different industry. You cant do too much about the fact , but you can show that you are someone who contributes quickly, so that is where you want to direct the conversation. For example: I understand that you want to be sure the person you put in this job is someone who will contribute quickly and is a fast learner. Isnt that right?With just a little thought, it is very easy to refocus the conversation toward the positive qualities that are really on the interviewers mind.ASK A TESTING QUESTIONYou: If I could show that I could contribute quicklyeven when it comes to learning a great deal of new informationwould that help?ORYou: If I could show you that I work well under pressure, might that ease your concern somewhat?If possible, use a supporting story as part of your answer, ending it with a feedback question that will keep the conversation on the positive side.TELL A STORY TO ANSWER THE OBJECTIONYou: Id like to tell you a story that relates very closely to your problemRemember, what really counts is the fact that you did not get flustered. Instead, you had a friendly exchange in which you built positive feelings. If youve done it right, interviewers wont be at all concern...
