Handling objections activity
Handling objections activity
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Handling Objections – Core Activity & Bonus Drills
Overview
A dynamic, fast-paced exercise that helps sales professionals think quickly, respond to objections, and turn challenges into opportunities. Through real-time practice, peer feedback, and structured drills, participants refine persuasive communication and build confidence with customer concerns.
Learning objectives
- Develop real-time objection handling with customer-centric language.
- Enhance active listening and empathy while staying persuasive.
- Build confidence under pressure via rapid-fire scenarios.
- Use the Feature–Benefit–Evidence (F‑B‑E) structure for stronger responses.
Core activity: Rapid Objection Exchange
Warm‑up (5 minutes)
- In pairs, list the top 5 objections you encounter.
Step‑by‑step
- Positive opening (30s): Seller states a clear feature or benefit.
- Customer objection (30s): Customer counters with a realistic concern.
- Seller response (30s): Seller’s team agrees a rebuttal and delivers it.
- Peer scoring: Audience scores 0–5 on clarity, empathy, and customer focus.
- Role switch: Swap seller/customer every two objections; rotate spokespersons.
- Repeat: Continue until everyone has responded at least twice.
Debrief questions
- Which phrases shifted perceptions most?
- Where did responses sound defensive rather than empathetic?
- How will you apply today’s best practices in your next calls?
Bonus drill #1: Hot‑Seat Lightning Round
Objective: Build reflexive responses under time pressure.
- Volunteer seller sits in the Hot Seat; group fires objections every 5 seconds for 60 seconds.
- Rotate participants through the Hot Seat.
Debrief: Capture best rebuttals on the board for shared learning.
Bonus drill #2: Objection Poker
Objective: Craft structured, evidence‑based answers.
- Teams draw a card and draft an F‑B‑E response in 3 minutes.
- Each team presents in 1 minute; peers offer improvements or challenges.
- Group votes; winner earns a chip. Play 5–7 rounds; most chips wins.
Facilitation tips
- Keep energy high and pacing tight; allow time to think when needed.
- Encourage friendly competition and constructive feedback.
- Foster psychological safety so people experiment with wording and tone.
- Record short clips for self‑review when possible.
Accessibility & remote delivery
- Use breakout rooms and virtual whiteboards.
- Use timed polls or chat for quick objection/response cycles.
- Share scores and best practices live via collaborative tools.
Related training material packages
- Front‑Line Retail Sales Skills – build core front‑of‑house selling behaviors. View package →
- Negotiating for Results – improve offers, concessions, and deals. View package →
- Communicating with Clarity & Impact – stronger messaging and delivery. View package →
Free assessment tools & quizzes
- Listening Style Quiz – find your dominant listening approach. Take quiz →
- How Good a Listener Are You? – quick self‑check. Take quiz →
- Evaluate Your Telephone Skills – assess phone‑based selling etiquette. Start self‑assessment →
- Evaluate Your Presentation Skills – check delivery strengths. Start self‑assessment →
- Browse all free tools: Free self‑assessment tools →
FAQ
How many people does this support?
Starts at 6 participants. For larger groups, run parallel circles or split into multiple rooms.
What counts as a strong F‑B‑E response?
One clear feature, a customer‑relevant benefit, and proof (evidence, example, data, testimonial). Keep it under 20 seconds.
How do we score fairly?
Use a simple 0–5 scale: Clarity (0–2), Empathy (0–2), Customer focus (0–1). Rotate scorers to avoid bias.
Can this run remotely?
Yes. Use breakout rooms, shared boards, and timed prompts. Keep turns short to maintain energy.
Any prep we should do?
Collect common objections from your team, prepare 10–15 objection cards, and agree ground rules for feedback.
Get started today
Equip your team with practical objection‑handling skills. For a complete, editable program, grab the Professional Selling Skills package.
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