You are out the on the practice field or court every day trying to get athletes to listen to you. How many times have you heard "why do we have to do this drill again?”
The following article gives 8 steps to overcome objections you may hear from players.
1. Defuse it before it's raised. The surest way to overcome an objection is to incorporate both the objection and its solution into your presentation. One way to do this is to make your presentation and state the anticipated objection as though it is yours. Then dismantle the objection piece by piece. You'll be surprised how many times the potential objector will get into the spirit of the dismantling and will actually help you.
2. When an unanticipated objection is voiced, listen intently to it. Good presenters who have analyzed their audience rarely encounter unanticipated objections. When you do, be certain you understand both the objection and the motivation behind it. Ask questions if you don't.
3. Throw the objection back. Ask for validation or substantiation of the premises or assumptions of the objection. This enables you to assume the offense, not the defense. For example ask: "Why do you think we should do this drill differently John?"
4. Remain calm. Don't argue, get angry, or become defensive. Defuse anger with your calmness. Attack the question, not the questioner.
5. Never show fear. Maintain enthusiasm and conviction (but never cockiness) while answering each objection.
6. Win a series of small battles in order to win the war. "If you agree that A is true and that B really isn't a problem, do you see that C is also taken care of?"
7. Confirm that you've handled the objection. "Well I think we've taken care of that problem, don't you agree?"
8. If resistance continues, solicit the objector's plan for overcoming his or her own objection. Ask questions like: "How do you think we can solve this problem?" "If you were coaching the team how would you run this play?" If you have followed the previous steps and have not alienated the objector, he or she should listen and be more receptive in the future.
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