Nancy Duarte

What to Say When You Get an Objection Mid-Presentation

The video teaches four practical habits for dealing with objections that arise unexpectedly during a presentation, targeting leaders and decision‑makers who often face “but what about…” interruptions. First, identify the two or three most likely objections—cost, ROI, bandwidth, credibility—before stepping into the room. Second, pre‑empt those objections by stating them aloud (“Now, if I were you, I’d be wondering…”) to defuse tension. Third, when an objection is raised, acknowledge it, then deliver a brief, targeted answer. Fourth, if you truly lack an answer, admit it honestly and promise a specific follow‑up. The presenter illustrates the approach with lines like “You might be feeling skeptical…that’s fair” and a rehearsal anecdote where a client learned to stay on track despite interruptions, showing that objections signal audience investment rather than hostility. Mastering these habits transforms objections from derailments into opportunities, boosting presenter confidence, preserving credibility, and increasing the likelihood of stakeholder buy‑in, especially in high‑stakes executive settings.