Programme overview.
Treating price, timing, competition and need objections as a natural part of the sales process. Participants list the 10 objections they hear most in their sector and build an effective response for each.
Why this training?
A meeting without objections is a meeting without buying interest. The salesperson's job is not to dodge the objection but to read it as information. This programme teaches the 'accept — question — reframe — resolve' model instead of canned answers.
The backbone of the programme.
Accept — question — reframe — resolve
Accept the objection emotionally first, then probe the real reason behind it, reframe the topic, and only then offer a solution.
Anatomy of the price objection
A price objection is three different things: low perceived value, genuinely no budget, or a reflex of habit. Each needs a different answer.
Emotion-first principle
Acknowledge the emotion before any logical argument. Without 'I understand, this is a serious investment', no argument lands.
Objection bank discipline
A written library of the 10 most common objections in your sector plus tested answers. Prepared defence, not improvisation.
Field example.
At an insurance agency, 60% of salespeople got lost at 'I need to think about it'. Opening that objection with 'what exactly do you need to think about?' surfaced three real reasons: talking to a spouse, comparing prices, postponing the decision. Six weeks later, the close rate rose from 19% to 31%.
By the end of the training, the participant will:
- 01Reads objections as information rather than obstacles
- 02Acknowledges emotion before moving to logic
- 03Turns price objections into value conversations
- 04Builds a sector-specific objection bank
Programme flow.
- Sources and types of objections
- Accept — question — reframe — resolve
- Anatomy of the price objection
- Workshop: building your own objection bank
- Difficult-customer simulations
- Preparing personal response cards
Minimum 2 days
Turkish / French / German
Simulation, Objection bank workshop, Practice cards
Certificate of participation issued
What do you leave with?
No pure theory: templates and documents adapted to your business, usable from day one.
- 01A 10-objection + answer bank for your sector
- 025 reframing lines for the 'too expensive' objection
- 03Objection cards (pocket format)
- 04Difficult-customer dialogue analysis template
Target participants.
- All sales representatives
- Customer service and sales support teams
- Entrepreneurs
Preparation.
- An active sales role
- Bring 5 real objections you heard in the last 3 months, in writing
Objection Handling Techniques — join the programme.
You can take this training individually, in a group or in-company. Send your request with your preferred language and format.