Handling Objections
Answers That Convince
When you need this section
When the customer says "too expensive" the salesperson hands out a discount. When they hear "we will think about it" they wait. When they hear "we do not need it" they say goodbye. There is no system - just random reactions.
"Too expensive" - and a discount
At the first price objection the salesperson caves - we lose margin without any need to.
"We will think about it" - then silence
After "we will think about it" the salesperson waits. The deal dies without follow-up.
"We already work with someone else" - stop
There are no arguments to start a conversation when the customer is loyal to a competitor.
Late-stage objections
Doubts appear in the home stretch - the salesperson does not know how to handle late objections.
Different answers from different salespeople
No shared approach: one persuades, another caves, another irritates the customer.
Many no's for unclear reasons
The customer says no, but the real reason is different - the salesperson cannot dig down to it.
A bank of objections and answers that actually work
The result is a working document, not theory.
Objection classification
- True vs false objections - how to tell them apart
- Objections about price, timing, trust, competitors
- Early vs late objections - different response logic
Answers to the top 15 objections
- Step-by-step answer logic: acknowledge, question, argue
- Examples of natural phrasing
- Alternative wording for different customer types
Price-handling techniques
- How to justify price through value
- When and how to discount - without losing position
- Comparison with alternatives
What's inside the section
A detailed structure with concrete content.
Objection typology
Classification: price, competitors, timing, risk, "we do not need it", "not now". Each type gets its own response logic.
Objection-handling algorithm
A universal structure: listen, agree, clarify, answer, check the result.
Answer bank
Top 15 industry objections with 2-3 answers each. Natural phrasing, not canned.
Working with price
A dedicated block: how to avoid caving instantly, how to justify price, when discounting is appropriate.
The creation process
A clear process - from briefing to the final document.
Interviews, call recordings, CRM
Types, frequency, current answers
Frameworks, phrase bank, price techniques
Live-call refinement
Minimum from you
We need your time and access to data. We handle the rest.
15-20 call recordings with objections
A list of the most common objections from your salespeople
Current objection answers (if any)
Information on your price positioning
Honest answers
Questions clients ask before we start.
Objections vary - how do we make a universal bank?
We capture the top 15 most common ones. They cover 80% of situations.
What if the customer hides the real reason?
We teach how to dig down to the true objection through clarifying questions.
Do salespeople need to memorise the answers?
No - they need to grasp the logic. A line should sound natural, not memorised.
How often should the objection bank be updated?
When the market or product shifts - and once a year as routine maintenance.
Ready to build a sales playbook your team will actually use? Book a 30-minute review - we will show what your playbook will include and the impact you can expect.
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