“What If They Call You Out?”
How Do You Stay Cool and Confident When Facing Tough Questions?
You’re mid-presentation. The energy is good. You’ve built rapport, shared insights, and the room is nodding along…
Then someone raises a hand and asks:
“That sounds great, but do you have any proof it works?”
“Why should we believe you over someone with more experience?”
“Isn’t this just motivational fluff?”
Your heart skips. Your brain races.
Now what?
This is the moment many speakers, leaders, and professionals dread — not because they don’t know their material, but because they haven’t trained for what happens when the script gets challenged.
The Truth: Objections Aren’t the Problem — Your Responses Are
Most objections, difficult questions, or interruptions aren’t personal — they’re a test.
In boardrooms, ballrooms, or on big stages, your audience is constantly deciding:
“Can I trust this person?”
“Do they know what they’re talking about?”
“Will they hold up under pressure?”
The way you handle those moments often leaves a greater impression than your prepared content.
Here are thre strategies to help you overcome almost any objection:
Pre-Handling Objections
One of the most powerful — and underused — strategies in communication is pre-handling objections.
Instead of waiting for resistance to show up mid-presentation, effective communicators anticipate common concerns and address them before they’re voiced.
Why?
Because when you surface and neutralize objections early, you eliminate mental friction and build trust faster. Pre-handling shows your audience that you understand their doubts, you’ve walked in their shoes, and you’re not afraid to address the elephant in the room.
Whether it’s skepticism about ROI, fear of change, or past failures, speaking to those concerns proactively allows you to guide the narrative — instead of reacting to it.
Use the “Feel, Felt, Found” Formula
This classic method creates instant connection without defensiveness.
- Feel: “I understand how you feel…”
- Felt: “Others have felt the same way…”
- Found: “What they found was…”
✅ Example:
“I completely understand how you feel. A few of my clients felt the same way at first — they were skeptical that this would move the needle. But what they found was that just one small shift in messaging created a measurable increase in engagement.”
It’s simple, but highly effective because it diffuses tension and redirects toward proof or perspective.
Practice Under Pressure
You can’t master objection handling by reading about it. You need to simulate the pressure.
✅ Role-play hard questions with a colleague.
✅ Stand in front of a mirror and practice objection scenarios.
✅ Record yourself responding on video — then refine your delivery.
Confidence doesn’t come from having all the right answers — it comes from knowing you can handle anything that’s thrown at you.
Final Thought: Objections Are Opportunities
Handled well, an objection becomes the turning point where your audience goes from “I’m not sure” to “This person gets it.”
Handled poorly, it becomes the moment your message falls apart.
Don’t fear the tough questions — train for them.Because when you can stay calm, connect deeply, and communicate with clarity, you don’t just survive tough moments — you own them.
Dr. Dennis Cummins is a sought-after thought leader, sales & leadership communication strategist, and co-founder of the C-Suite Network Corporate Speakers Council. He helps business leaders and professionals tell powerful stories, grow their influence, and build profitable brands through speaking.
