MOVE 56 · OBJECTIONS, CONCESSIONS & TRADES · FREE
Label the Objection
Name the concern you think is behind their pushback, so they feel heard and the real issue comes into the open.
An objection named aloud loses half its force.
WHY IT WORKS
People repeat objections when they feel unheard. A tentative label — 'it sounds like the timing worries you' — demonstrates understanding, lowers defensiveness and invites correction. Correct labels open the real conversation; wrong ones are corrected, which is also useful.
WHEN TO USE IT
- The other side keeps raising the same concern in different forms.
- You sense frustration or worry that has not been stated directly.
WHEN NOT TO USE IT
- The objection is already clear and stated; labelling would sound patronising.
- The setting is very formal and emotional labelling would be out of place.
SIGNALS IT FITS
- Repeated 'yes, but' responses.
- Tone shifts without a stated reason.
PREPARATION
- Listen for the emotion or concern behind the words.
- Prepare a tentative phrasing: 'it sounds like…', 'it seems…'.
STEP BY STEP
- Pause your argument.
- Label the concern tentatively.
- Wait for confirmation or correction.
- Address the confirmed concern directly.
OPENING LINE
“It sounds like the concern is less about price and more about whether this will work.”
SCRIPT
It sounds like the main concern is whether the team will actually use the new system, not the cost itself.
LIKELY RESPONSES & COUNTERS
- If they confirm the label
- Thank them and address that specific concern with a concrete proposal.
- If they correct you
- Thank them for clarifying and label the corrected concern back.
SECOND MOVE
Once the concern is clear, use Trade, Never Concede or a targeted proposal to address it.
FOLLOW-UP
Note the real concern in your recap so it is addressed in the plan.
COMMON MISTAKES
- Labelling in a way that accuses ('you're just scared').
- Using labels mechanically without listening.
WALK-AWAY CONDITIONS
- Even after concerns are named and addressed, objections keep changing without engagement.
EXAMPLE (FICTIONAL)
A software rep heard 'it's too expensive' three times. She said, 'It sounds like you're worried about justifying this to your board.' The buyer agreed, and she provided a one-page business case that closed the deal.
ETHICAL BOUNDARY
Label to understand, not to manipulate. Pretending empathy to lower someone's guard while ignoring their concern is dishonest.
RELATED MOVES
Content version 1 · Drafted by Power Move IQ Editorial · Not yet human-reviewed · Educational decision support, not legal, financial or employment advice.