Objection Handling Strategies
Program Overview
What We Cover
- The six objection types and what each actually means
- Pre-empting objections during discovery calls
- Reframing price discussions around value delivered
- Responding to competitor comparisons without badmouthing
- Handling we need more time without losing momentum
- Recognizing genuine concerns versus polite brush-offs
- Follow-up strategies that do not sound pushy
- Role-play sessions with increasing difficulty
Three intensive sessions over two weeks. Expect homework between sessions analyzing your own past objections.
When a prospect says the price is too high or they need to think about it, most reps panic or go defensive. Both responses kill deals.
This workshop breaks down the psychology behind common objections. You will learn why prospects stall, what they are really asking when they push back, and how to respond without sounding scripted or desperate. We cover pricing objections, competitor comparisons, timing concerns, and the dreaded need more time response.
Practice Under Pressure
Half of this program is live role-play. You will face objections in simulated calls and get immediate feedback on tone, pacing, and word choice. We record everything so you can see patterns in how you react under pressure.
Common scenarios covered
Budget constraints, internal approval processes, competitor mentions, feature gaps, and timing mismatches