Handling common objections
How can you use AI to prepare strong responses to your customers’ objections?
1250 € per session, excl. VAT
In short
“Handling common objections” is a private in-person session of half a day for salespeople and account managers or sales team managers wishing to align responses. It helps you identify and categorise common objections in your market. Groups of up to 12 participants, in French, with exercises on your own work cases.
Why this training?
The same objections keep coming up: price, timing, an existing competitor, lack of priority. Without preparation, responses vary from one salesperson to another and sometimes lack accuracy. This session builds a shared objection reference guide for the team, using AI to suggest and challenge responses, followed by practice to make them sound natural when spoken. Running case study: ‘Pixel Print’, a fictional printing company, faces objections from its prospects: a higher price than an online competitor, delivery times, an existing contract. Participants build and test the response reference guide. Transfer to the workplace: The team uses the reference guide for a month, then revises it based on the objections encountered in meetings.
Objectives of this training
- Identify and categorise common objections in your market
- Distinguish between a genuine objection, a request for information and an excuse
- Write concise responses supported by available evidence
- Practise responding in simulations with AI
- Create a shared objection reference guide for the team
Who is it for and what are the prerequisites?
Roles and tasks concerned
- Salespeople and account managers
- Sales team managers wishing to align responses
Prior skills
- Have already used a generative AI assistant for a few simple tasks (AI Fundamentals level or equivalent).
- Know your company’s sales cycle and main offerings.
What you will work on
Identify and categorise objections
Objective: Start with objections that are actually heard. Types of objections; listening method: acknowledge, question, respond, check.
Build the responses
Objective: Prepare accurate, defensible responses. Response structure; available evidence; ask AI for several response angles, then choose.
Simulation practice
Objective: Make responses sound natural when spoken. Have AI play a customer raising objections; observation by a peer.
The team reference guide
Objective: Make the work reusable. Reference guide format, person responsible for updates, rules for use.
What you take away
- Categorised list of common objections
- Six reasoned response sheets
- Simulation reports
- Team objection reference guide
Method and assessment
- Short teaching inputs followed by immediate practice on the running case study.
- Individual work followed by work in pairs, with participants reviewing each other’s work.
- Guided group discussion: what works, what needs correcting and what remains a human decision.
- Preparation: Note down the five objections you hear most often. Bring the responses you already use.
Observable criteria: Each response begins with a clarifying question; Each argument is supported by available evidence; Responses take less than 30 seconds to deliver verbally; The reference guide specifies who updates it and when.
Frequently asked questions
Are the responses scripts to recite?
No. They are guidelines for structuring the response; each salesperson adapts them to their own style and the situation.
Can we address the price objection?
Yes. The session helps you understand what lies behind the objection and respond without promising an unauthorised discount.
Does AI know our competitors?
It must not be used as a source of information about your competitors. Comparisons rely solely on verified information.
Who approves the reference guide?
The sales manager or the person designated by your organisation.
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