Name: 職場上遇到反對意見該如何專業回應？ (Communication Tutorial - Responding to objections)
Uploaded: 2025-08-13T21:01:30.000Z
Duration: 3 min 30 s

程度副詞

It's perfectly natural for a client to voice some objections and to push back.

客戶提出反對意見和反駁是很正常的。

Some will be minor, others will be more significant.

反身代名詞

To keep yourself from being derailed by objections, you need to be ready for them in advance.

為了避免自己因反對意見而出軌，你需要提前做好準備。

As an experienced biz dev rep, you should probably know the most common objections and have developed some thoughtful and informative ways to respond.

作為一名經驗豐富的商務開發代表，你應該瞭解最常見的反對意見，並制定出一些周到、翔實的應對方法。

You don't want to seem defensive while anticipating obstacles.

你不想在預見障礙時顯得採取防禦態度。

Some of the most common objections will probably revolve around your competition.

一些最常見的反對意見可能會圍繞你的競爭對手展開。

So here's an exercise to help you prepare for those potential objections.

這裡有一個練習來幫助你準備應對這些潛在的反對意見。

Imagine you're the most skilled salesperson ever with the best product knowledge and you work for the competition.

想象一下，你是有史以來最熟練的銷售人員，擁有最豐富的產品知識，而你卻為競爭對手工作。

How would you sell against the company you work for right now?

你將如何針對你現在工作的公司進行推銷？

What holes would you poke in your product or your business?

你會在你的產品或業務上挖出哪些坑？

Once you've identified your weaknesses, there are two ways to address them.

找出自己的弱點後，有兩種方法可以解決它們。

This is when you help form the buyer's selection criteria to minimize the competitor's advantages.

這時，你要幫助買家制定選擇標準，將競爭對手的優勢降到最低。

For example, if you know your competitor touts their implementation team, then early in the conversations you have with your buyer, you might say something like,

例如，如果你知道你的競爭對手吹噓他們的實施團隊，那麼在與買方對話的初期，你可以這樣說：

"Our clients find our automated tools are extremely helpful because it allows them to own their own implementation rather than having to bring in people from the outside."

「我們的客戶發現我們的自動化工具非常有用，因為這可以讓他們自己實施，而不必從外面找人。」

They get better internal buy-in that way.

這樣，他們就能獲得更好的內部認同。

You want your buyer to place a higher priority on the tools you offer than the team the competition offers.

你希望你的買家優先考慮你提供的工具，而不是競爭對手提供的團隊。

Of course, this only works if you have something that's actually valuable.

當然，這只有在你擁有真正有價值的東西時才有效。

The right framing can help you preempt obstacles, yet they can still come up, which brings us to the second way you can address your competitors, and that's through questions.

正確的構思可以幫助你預先排除障礙，但障礙還是會出現，這就引出瞭解決競爭對手問題的第二種方法，那就是提問。

Now there's no quick fix here, but there are some best practices.

現在沒有快速的解決辦法，但有一些最佳做法。

Before you try to answer an objection, breathe and ask the client for some clarification.

在嘗試回答反對意見之前，先深呼吸，請客戶澄清一下。

When you answer right away with, "Oh no, that's not a problem," or "That's wrong," let me explain to you why your point doesn't matter, you seem kind of defensive.

如果你馬上回答說：「哦，不，那不是問題」或者「那是錯的」，讓我解釋一下為什麼你的觀點不重要，你就顯得有點防衛性了。

I always try to make myself smile when I'm doing this.

在做這件事的時候，我總是努力讓自己微笑。

Say something like, "Oh, can you tell me a little bit more about that?"

比如說：「哦，你能再給我講講嗎？」

Then, once you understand what the client means, you can provide a counterpoint or data or a story to help turn their thinking a little bit.

然後，一旦你理解了客戶的意思，你就可以提供反駁意見、數據或故事，幫助他們稍微轉變一下思路。

Objections are not fatal, if you handle them correctly.

如果處理得當，異議並不是致命的。

Anticipate in advance what they might be, and when they do arise, ask questions to clarify.

提前預測可能出現的問題，並在問題出現時提出問題加以澄清。

Remember, the more you get rattled, the more rattled your customer will be.

記住，你越緊張，客戶就越緊張。