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Objection Handling: Patterns and Probing

Day 28 of 30 · B2B Sales 2026 Masterclass

Use a 3-step flow: clarify, find cause, answer with proof or alternative.

Learning Goal

  • Write 5 common objections with 3-step responses.
  • Create probing questions (“What exactly worries you?”).
  • Link proof points per objection.
  • Use AI to draft alternative offers fast.
  • Code lost reasons in the CRM.

Why It Matters

  • Objections are often requests for clarity.
  • Structured replies speed decisions.
  • Coded lost reasons drive learning.

Explanation

3 steps

  • Clarify: “What exactly is the concern?”
  • Cause: cost, time, risk, priority?
  • Answer: proof or swap (scope/time/price) or counter-proposal.

Typical objections

  • Too expensive → value + proof + smaller scope.
  • No time → roadmap + pilot.
  • Security → security pack.
  • Priority → impact/proof, timed next step.

Examples

Bad: “Ok, 20% off” without clarifying.

Good: Clarify → cause → proof or scoped offer.

Guided Exercise (10–15 minutes)

  1. Write 5 objections and 3-step responses.
  2. Write probing lines.
  3. Attach proof points.

Independent Exercise (5–10 minutes)

Answer 2 real objections with the template; code lost reason if lost.

Self-check

  • 5 objections + responses ready.
  • Probing template ready.
  • Proof linked.
  • Lost reasons coded.

Optional Deep Dive