Objection handling training
Handle objections with curiosity, not a script.
objections are information —
who it’s for —
Built for the people doing the selling.
- BDRs and SDRs handling brush-offs on calls and outreach
- Account executives facing price, timing and competitor objections
- Account managers handling renewal and pricing pushback
- Contact centre and field sales teams in fast conversations
What we hear from teams
Arguing back
Sellers defend the product instead of exploring the concern, and the buyer digs in.
Discounting too early
Price objections get answered with a concession before anyone understands what the buyer actually values.
The same objections, every week
Teams hear the same pushback repeatedly but have never agreed how to prepare for it together.
what we work on —
What the training covers
Short input, real scenarios and plenty of practice. Every exercise is built around your customers, your deals and your sales process.
- Listen, acknowledge, explore
- A simple, repeatable approach that slows the moment down and uncovers what sits behind the objection.
- Your top objections, mapped
- We build an objection bank from your team's real conversations, with responses people actually want to use.
- Price and value
- Reframing cost conversations around impact, risk and the cost of doing nothing.
- Early-call brush-offs
- Earning the next minute on cold calls and first meetings without pushing.
- Practice under pressure
- Repeated role-play with realistic buyers, feedback and another go until it feels natural.
Explore. Practise. Perform.
See how a session runsonline or in person —
How we deliver it
Usually a half-day workshop tailored to the role: BDR, account executive or account manager. It can be delivered online or face to face, and often runs as part of a bootcamp or Lab.
- Live online
- Face to face
- UK & Europe
- Small groups
What changes afterwards
- Sellers asking a question before answering an objection
- Fewer early discounts offered to rescue a deal
- A shared objection bank the team keeps adding to
- Calmer, more confident conversations under pressure
Behaviours we agree to look for with you before delivery, not guaranteed results.
ready to book —
Courses that cover this
Top of Funnel ADR/BDR LabObjection Handling
Understand the concern behind buyer objections, respond with confidence and keep commercial conversations moving without defaulting to discounts.
Half dayOnline or face to face
Account Executives LabObjection Handling for Account Executives
Understand buyer concerns, defend value thoughtfully and agree credible next steps across discovery, proposals and closing.
Half dayOnline or face to face
Account Managers LabObjection Handling for Account Managers
Navigate renewal, pricing and expansion concerns while protecting trust and keeping customer value at the centre.
Half dayOnline or face to face
Top of Funnel ADR/BDR LabCold Calling Mastery
Build the confidence and practical calling skills to earn attention, handle brush-offs and book qualified meetings.
Half dayOnline or face to face
Questions teams ask
Do you give sellers scripts?
We give structure and example language, but the aim is a confident, natural conversation. Scripts tend to break at the first unexpected answer.
Can it focus on our specific objections?
Yes. Before the session we gather the objections your team hears most and build the practice around them.
Is it different for each role?
Yes. We run separate versions for BDRs, account executives and account managers because the objections and stakes are different.
Related sales training
By industry
Where better selling begins.
Your team doesn’t need more slides. They need skills that stick.
Know you need help? Book a relaxed, no-obligation 30-minute call. We’ll talk through your team and challenge, and you’ll leave with an honest view of the options — no brief or programme needed.