Realising this is an essential factor to know how to react objectively and emotionally. We should not forget our personal mental state. All these factors affect our verbal gamut, which may extend from friendly to dumbstruck and to personally insulting.
My coaching’s goal is to help the client find out the possible objective or emotional intentions lurking behind objections. This is the only way to react appropriately and to “stay cool”. There is only one way to attain this goal: practice, practice, practice. And that works with a coach better than on your own – virtually or face to face.