What are some tips for managing objections during a product development pitch?

Pitching a new product idea can be exciting, but also challenging. You need to convince your audience that your product solves a problem, has a market fit, and is worth investing in. However, you may encounter objections from potential customers, partners, or investors who have doubts, concerns, or questions about your product. How can you manage these objections effectively and turn them into opportunities? Here are some tips for handling objections during a product development pitch.

1 Understand the objection

The first step is to listen carefully and understand the objection. Don't interrupt, argue, or dismiss the person who raises it. Instead, acknowledge their point of view and ask clarifying questions to get more details. Try to identify the root cause of the objection, whether it is a lack of information, a misunderstanding, a fear, or a preference. This will help you tailor your response and address the real issue.

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Bruce Christian Osorio

Product Manager | Project Manager | Sales and Marketing Strategist
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This in my opinion will dictate how your product development progresses. If you just go with what you think works, there's a good chance you're going to miss out on a lot of other things. Remember: Bias can work against you in this stage. It's very important to consider objections as they can pave the way to a great product, or even an MVP.

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Deepankar Mukherjee

Technical Product Management | Gen AI product management | Hybrid cloud | Kubernetes | Amateur Film Maker
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Navigating objections in product development is like a dance - sometimes graceful, sometimes clumsy, but always essential! Whether they come from peers, managers, executives, or customers, objections can feel like roadblocks to our cherished ideas. But what if we viewed them as opportunities instead? By seeing objections as potential gaps in our understanding, we open the door to collaboration. It's like inviting everyone to join the party! When all stakeholders are on board, it becomes a journey towards achieving the perfect outcome for both the business and the customer. So let's put on our dancing shoes, embrace objections with humor and grace, and turn them into stepping stones to success!

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2 Validate the objection

The next step is to validate the objection. This means showing empathy and respect for the person who raises it, and letting them know that you appreciate their feedback and perspective. You can use phrases like "That's a good question", "I understand your concern", or "You make a valid point" to demonstrate that you are listening and not defensive. Validating the objection can help you build rapport and trust with your audience, and reduce their resistance.

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Bruce Christian Osorio

Product Manager | Project Manager | Sales and Marketing Strategist
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LISTEN INTENTLY. There are valid concerns from objections and they can make or break your product development. You can see where you can make adjustments or gauge if you are on the right track. It's also good to be discerning on what objections to take time investigating so ask questions to clarify! A well coordinated team almost always produces great results!

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3 Respond to the objection

The final step is to respond to the objection. This means providing evidence, examples, or data that support your product and address the objection. You can use stories, testimonials, or case studies to show how your product has solved similar problems or met similar needs for other customers. You can also use analogies, metaphors, or comparisons to explain complex concepts or features. You can also use questions to challenge assumptions or invite feedback. The goal is to show how your product adds value and benefits your audience.

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Bruce Christian Osorio

Product Manager | Project Manager | Sales and Marketing Strategist
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Your empathy and negotiating skills will come in handy here. You think you got the right idea? Give a concise answer as to why. You think you're on the right track? Present an overarching plan on how you have approached things thus far. You think x would yield more results than y? Show your research. Their idea is better than yours? Accept it with grace and incorporate!

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4 Anticipate objections

One way to improve your pitch is to anticipate objections before they arise. You can do this by researching your audience, their needs, their pain points, and their expectations. You can also test your product with potential customers, partners, or investors and get their feedback. You can then prepare answers to common or likely objections and incorporate them into your pitch. This will help you avoid surprises and show that you have done your homework.

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Bruce Christian Osorio

Product Manager | Project Manager | Sales and Marketing Strategist
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With the right understanding of your product development project, you should be able to anticipate what could go wrong, what could cause delays, etc. Put it in the back of your mind that some of the features in your product might have something that needs improvement. Always approach it with factual and actionable solutions borrowing from your knowledge of your product.

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5 Handle objections positively

Another way to improve your pitch is to handle objections positively. You can do this by reframing objections as opportunities to showcase your product, educate your audience, or address concerns. You can also use humor, compliments, or gratitude to diffuse tension and create a positive atmosphere. You can also use trial closes, such as "Would that solve your problem?" or "How do you feel about that?" to check if you have overcome the objection and move closer to a commitment.

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6 Follow up on objections

The last tip is to follow up on objections after your pitch. You can do this by sending a thank-you note, a summary of your pitch, or additional information that answers any remaining questions or concerns. You can also ask for feedback, referrals, or next steps to keep the conversation going and build the relationship. Following up on objections can help you reinforce your message, address any gaps, and move your audience to action.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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What are some tips for managing objections during a product development pitch?

1

2

3

4

5

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1 Understand the objection

2 Validate the objection

3 Respond to the objection

4 Anticipate objections

5 Handle objections positively

6 Follow up on objections

7 Here’s what else to consider

Product Development

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What are some tips for managing objections during a product development pitch?

1

2

3

4

5

6

7

1 Understand the objection

2 Validate the objection

3 Respond to the objection

4 Anticipate objections

5 Handle objections positively

6 Follow up on objections

7 Here’s what else to consider

Product Development

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