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Description

Handling Objections: Acknowledge, Question and Respond with Flexibility

Turning an objection into usable information rather than a clash of positions

  • 0.43 days — 3 h
  • In-person or virtual
  • Foundation
  • Up to 6 participants

Objections rarely come at a convenient moment. Received as an attack, they trigger an immediate justification that hardens the exchange: the salesperson argues against the client, repeats the same points and watches the relationship tighten. Yet objections on price, lead time or competitors always surface at the same points in the sales cycle.

Three hours online to build a flexible response: acknowledge without becoming defensive, question in order to understand what the objection is really covering, then respond in a targeted way. Participants leave with a written response bank built from the objections they genuinely encounter.

Learning objectives

  • Distinguish a genuine objection from a pretext or a simple request for information
  • Acknowledge an objection without justifying yourself or dismissing it
  • Question in order to identify what the objection really covers
  • Build a reasoned response and confirm that it has been accepted
  • Handle the most frequent price and competitor objections

What makes this programme different

The objection bank is built from cases brought by the participants themselves
Every response formulated is tested against a counter-objection
Telephone exchanges are practised in genuine voice-only conditions

Programme

1Reading the Objection

Understanding what lies behind the words

  • Distinguish genuine objections
  • pretexts and requests for information
  • Identify the point in the cycle where the objection appears
  • Recognise your own defensive reactions
  • Acknowledge without agreeing or contradicting

2Question, Then Respond

A targeted response is worth more than one more argument

  • Ask the question that clarifies the objection
  • Isolate the real sticking point
  • Choose between rephrasing
  • compensation and proof
  • Confirm acceptance before moving on

3Recurring Objections

Preparing for what always comes back

  • Handle the price objection without an immediate discount
  • Respond to comparisons with a competitor
  • Manage postponed decisions and silence
  • Build your own response bank

Who is it for

Sales representatives · inside sales and telesales staff · account officers and anyone facing objections in meetings or over the telephone.

Prerequisites

No prerequisites

Dates & locations

12 scheduled dates between November 2026 and December 2027. Seats are confirmed in the order enquiries are received.

November 2026

December 2026

January 2027

February 2027

March 2027

April 2027

May 2027

June 2027

September 2027

October 2027

November 2027

December 2027

None of these dates suit you? We open additional sessions on request, and any programme can be run privately for your team.

Practical details

Before the programme
Online positioning questionnaire. Your development objectives are shared with the trainer, who tailors the practical case studies to your context.
Teaching methods
Theoretical input, workshops and practical case studies. Digital course materials and method sheets provided.
Assessment
Multiple-choice tests and role-play exercises. Assessment of learning at the start and end of the programme, with immediate and 60-day follow-up evaluations.
After the programme
One year of access to the e-learning platform. Self-assessment of the skills acquired and a 30-day follow-up session with your trainer.
How to register
Registration online or on the basis of a quotation.
Lead time
11 working days after confirmation of registration.
Accessibility
Accessible to people of determination. Contact our accessibility coordinator to design a suitable solution: contact@mpf-academy.ae
Start dates
Rolling intake: in addition to the scheduled sessions, this programme can start on request.