Handling objections and explaining pricing

Skills you'll practise

• Clarify an objection before answering it
• Explain pricing in terms of value and what's included
• Decide when a discount is justified and what to ask in return
• Handle objections you can't overcome honestly

Course outline

1. 1.Handling price objectionsVideo · 2 min
2. 2.Understand the objection firstLesson · 14 min
3. 3.Objections about risk, timing and changeLesson · 14 min
4. 4.Comparing total cost fairlyLesson · 12 min
5. 5.Handling objections and explaining pricing: knowledge checkKnowledge check · 25 questions
6. 6.Pricing pushback: 'Your competitor is cheaper'Scenario
7. 7.Final exam8 questions · passing it completes the course, so people who already know the material can test out

Sources it draws on

The lessons and questions are written from these references, so learners can go back to the original.

• General consultative-selling practice (discovery, qualification, value)