Global

Handling customer objections: A practical toolkit for price, timing, trust and competitor pushback

A ready-made course you customise for your organisation, with a live session deck and two surveys. You only add the 8 details that are specific to your organisation.

See the live deckSee the full outline
Try the coursePreview the survey
Length
40 min
Lessons
6 lessons
Frequency
At onboarding for sellers
Last reviewed
21 Oct 2026
Grey areas: timing, trust, risk and competitors
What would you do?

The buyer ends a good call with this phrase

Try it: this is one of 17 interactive activities in the course.

What's included

Three pieces that work together

Copy once, get everything. Learners prepare on their own, you answer questions live, and the surveys tell you what stuck.

Self-paced course

Short lessons with real workplace scenarios, not walls of text.

  • 6 lessons, about 40 minutes
  • Scenario, process, accordion, flashcards and quizzes

Live session deck

An AhaSlides presentation to run after the course, in person or online.

  • 10 slides
  • Quiz, word cloud, poll, scale slides
  • A closing slide for your contacts

Two surveys

Find out what landed, and whether people use it on the job.

  • Post-course feedback, about 2 minutes
  • 30-day check-in
  • Anonymous by default
  • Results feed your next refresher

Learning objectives

At the end of this course, learners can

Each objective and the lesson that covers it.

IDObjectiveSourceWhere it's covered
TO 374.0Achieve ≥ 80% on the final assessmentn/aWhole course
SO 374.1Explain what an objection signals and why it is not a rejectionBest practiceWhole course
SO 374.2Listen, clarify and acknowledge before answeringBest practiceWhole course
SO 374.3Respond to price objections with value rather than an automatic discountBest practiceWhole course
SO 374.4Respond to timing, trust, risk and competitor objections without pressure or misleading claimsBest practice; organisation's selling rulesWhole course
SO 374.5Build and share an objection bank with the team + your infoOrganisation's playbookWhole course

Your part: what a template can't do for you

  • Your workplace details: fill in the 8 highlighted fields so the course describes your own policies, contacts and locations.
  • Records: record completion in your own LMS or record system.

Course outline

6 lessons, about 40 minutes

Minutes per lesson are an estimate, shared out by page count.

ContentInteractiveVideoYou customise
1

What an objection really signals

3 pages

8 min
Before you beginNoteList
Leila's fourth refusalTextImage
What was the buyer really saying?ChecklistKey factQuiz
2

Listening and clarifying before you answer

3 pages

8 min
The pauseProcess
Clarifying questionsFlashcards
Try itSorting activityQuiz
3

Price objections: value, not discount

3 pages

8 min
Four price meaningsTabs
From discount to valueAccordion
CheckMatching quizQuiz
4

Grey areas: timing, trust, risk and competitors

3 pages

8 min
ScenarioScenario
ScenarioScenario
ScenarioScenarioMulti-select quiz
5

Building your objection bank, and where to get help

2 pages

5 min
The bankAccordionYour infoQuiz
Who to askProcessYour infoYour infoYour infoYour info
6

Final assessment

1 page

3 min
PracticeQuizKey factNoteButtonYour info

Live deck and surveys

10 slides to run live, two surveys to close the loop

Pink slides are interactive. Both surveys are anonymous; pink questions are written for this course.

ContentTitle, agenda, "not legal advice
Word cloudWhat objection do you hear most?
PollWhen you hear 'too expensive', what do you do first?
ContentListen, acknowledge, clarify, answer
QuizA buyer says "it is too expensive". Your first move is to… (Ask what they are comparing it with ✔)
QuizI need to think about it." You… (Ask what they want to think about and agree when to speak again ✔)
QuizAn objection usually signals… (A question not yet answered ✔)
ScaleHow confident are you answering a price objection without discounting?
Open-endedAn objection I want the team to help me with
Content · customiseClosing {{SALES_ENABLEMENT_CONTACT}}, {{OBJECTION_BANK_LINK}}, {{SURVEY_1_URL}}, {{SURVEY_2_URL}}
Post-course feedback: 11 questions, about 2 min
  1. Overall rating 5 stars
  2. Relevant, realistic, right length, helpful activities agree/disagree grid
  3. What was most useful? multi-select
  4. Confidence before this course, and now 1-5 scale
  5. Which objection have you reframed since the course? short text
  6. How many times have you asked a clarifying question before answering? multiple choice
  7. Which new answer worked best? short text
  8. I would tell my manager if I was not sure a claim in my reply was accurate. 1-5 scale
  9. One thing we should change or add open text
  10. Would you recommend this course? NPS
30-day check-in
  1. Have you used what you learned since the course? multiple choice
  2. How confident are you today? Compare with day 1 1-5 scale
  3. Do you know where to find the objection bank and the sales enablement contact? yes / no / not sure
  4. A moment where the training helped, or where you weren't sure open text
  5. Which topics should the next refresher focus on? ranking

Results show whether people use the training on the job, not just whether they finished it.

Make it yours

8 fields to fill in, and you're ready

Everything else is done. These are the details only your organisation knows; each one is highlighted inside the course.

  • Sales enablement contact{{SALES_ENABLEMENT_CONTACT}}
  • Compliance contact{{COMPLIANCE_CONTACT}}
  • Escalation route{{ESCALATION_ROUTE}}
  • Sales playbook link{{SALES_PLAYBOOK_LINK}}
  • Objection bank link{{OBJECTION_BANK_LINK}}
  • LMS or record system{{LMS_OR_RECORD_SYSTEM}}
Show all 8 fields
  • Survey 1 URL{{SURVEY_1_URL}}
  • Survey 2 URL{{SURVEY_2_URL}}

FAQ

Common questions

Can I run handling customer objections: A practical toolkit for price, timing, trust and competitor pushback training online?

Yes. The course is self-paced and online, and the live deck lets you add a live session in the room or online.

How often is this training needed?

At onboarding for sellers, at the start of a new sales cycle, and monthly as a short objection round.

Who needs this training?

All customer-facing sellers, inside sales and retention agents (run by L&D with sales enablement).

What records should I keep?

Record completion in your own LMS or record system, so you can show who finished the course and when.

Can I edit the content?

Yes, everything. Change the wording, swap scenarios for ones from your workplace, add your logo, or remove parts that don't apply.

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Last reviewed: 21 October 2026Templates are a starting point, not legal advice.

Ready to run it?

Open the live deck to see how the session runs alongside the course and both surveys.

See the live deck