E-learning training – PRICE OBJECTION MANAGEMENT
Duration: approximately 1.5 hours – Level: Advanced – Audience: Experienced B2B salespeople
What if price objections became your best sales levers?
In an ultra-competitive B2B environment where buyers are increasingly demanding, price objections should no longer be seen as an obstacle, but as a strategic lever to strengthen the value proposition and close more sales.
Thanks to this 6-module course, you will develop a thorough understanding of price negotiation situations, particularly when dealing with customers focused on costs. Beyond ready-made answers, you will learn to adjust your posture, argue with impact and enhance your offer without reducing your margins.
This course will allow you to:
• Understand why the price objection is an opportunity, not a threat
• Anchor the fundamentals of customer psychology and the expectations of a B2B buyer
• Adopt powerful rhetorical techniques to reformulate and turn the objection into a demonstration of value
• Develop an impactful sales argument, based on value, not on price
• Adapt your responses to different buyer profiles, from the rational to the suspicious, including the strategic buyer
• Practice in an immersive simulator with high educational added value to manage a complex price negotiation with finesse
• Validate all the knowledge acquired via a fun and challenging final mega quiz
In In summary, this course is for you if you are asking yourself the following questions:
• How do I respond to a customer who finds my prices too high?
• How do I defend my prices without immediately discounting them?
• How do I structure a credible and differentiating response when faced with cost pressure?
• How do I reposition the conversation around value rather than price alone?
• How do I train my sales teams to better handle objections?
Module 1 – Why talking about price sells
In this introductory module, you will understand why price objections can become a sales asset. You will discover that “talking price is talking value,” and you will learn how to transform these often-dreaded discussions into decisive moments to establish your advisory stance and advance the sale.
