How to Stop Taking Client Objections Personally

Micah ShilanskiAdvisor Perspectives welcomes guest contributions. The views presented here do not necessarily represent those of Advisor Perspectives.

Here are tips for handling prospect objections and how every advisor can improve client meetings.

Do client objections ever feel like a personal attack – like a client’s pushback brings your technical expertise into question?

It’s far too easy to fall into the trap of thinking that because a client doesn’t jive with your recommendations, they don’t like you either.

I struggled with this for years – it wasn’t until I started looking at client objections as questions that my meetings began to flow, and I could deliver more value to my clients.

Overcoming objections

We hear industry experts talk about how advisors should push through objections. But “objections” are a misnomer. What many advisors label as a client “objection” is just a misunderstanding in the communication.