Sales methods
Handling sales objections: the common ones and how to practise the reply
Most objections fall into a few types: price, timing, send me information, an existing vendor, and not the decision maker. The reply is usually a question, not an argument. Teachrity lets reps practise each against an AI buyer and hear their own response back.
Treat objections as information
An objection tells you what the buyer is worried about. The first move is to understand it, with a question, before answering it.
The five you will hear most
Too expensive. Not now. Send me an email. We already work with someone. I need to check with my boss. Each hides a different concern, and each needs a different question.
Why role play helps
Reps know the theory and still freeze when the buyer says it in a flat voice. Rehearsal trains the pause, the question and the tone.
Build a library
Teams can load the objections their own customers raise, in their own industry and language, and make the whole team practise them.
Tone matters as much as words
The same sentence can sound defensive or curious. Hearing your own recording shows which one the buyer heard.
Sample exchange
Send me information
AI buyerSend me something and I will have a look.
RepHappy to. So I send something useful, what would you want to see in it?
AI buyerProbably costs and timelines.
RepGood. Shall we take ten minutes Thursday so I can walk through both?
Illustrative script written to show the format. It is not a transcript of a real learner.
Objection and first move
| Objection | Likely concern | First move |
|---|---|---|
| Too expensive | Value unclear | Ask what they are comparing it to |
| Not now | No urgency | Ask what would need to change |
| Send me information | Politely ending the call | Ask what they would look for in it |
| We have a vendor | Switching cost | Ask what they would improve |
| Need to check with my boss | Not the decision maker | Ask how the decision is made |
Frequently asked questions
Is there a script to memorise?+
No. The aim is to ask good questions, not recite lines.
Does it work in Hindi?+
Yes. Practice runs in 12 Indian languages plus English.
Can managers add objections?+
Yes, through the Course Builder.
Related on Teachrity
Teachrity supports practice and evidence. Consequential decisions, such as grades, certification or hiring, stay with accountable people at the institution or employer.
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