Handling price objections
This e-learning course "Managing Pricing Objections" will help you to better master this topic in a professional context.
The aim of this course is to help you identify the levers behind a pricing objection.
The examples, scenarios and case studies are designed to be easily transposable into different professional contexts and types of organizations.
Prerequisites
No specific prerequisites are required to follow this course.
Target Audience
Managers, HR managers and employees concerned with the topic of "Managing price objections".
Content
The course is structured into several complementary modules, combining theoretical input, practical exercises and interactive activities to facilitate the appropriation of concepts.
Training path
Why talk so much about price in sales?Module 1 of the "Managing Price Objections" course or to be taken independentlyWhat if the key to a successful B2B sale lies in how…Module 1 of the "Managing Price Objections" course or to be taken independently
What if the key to a successful B2B sale lies in how you handle price objections?
In this strategic module, we explore the real reasons that make the price question so delicate in B2B sales. You will discover that behind every price objection often lie much more complex issues than simple budgetary concerns.
➡ This module allows you to take a step back to understand:
- What makes price and its discussion so sensitive in the business relationship
- Why some clients always put cost at the center of the negotiation
- How price objections are not only rational but also emotional
- What makes price management a differentiation lever for experienced salespeople
An impactful module, designed for:
- Those facing complex B2B negotiations
- Sales teams looking for concrete keys to better convince without lowering their margins
- Any company wishing to professionalize its pricing approach in its sales cycle
This module can be taken alone or integrated into our complete e-learning course dedicated to the theme "Sales & Business Development", and more specifically to the crucial topic: "Managing Price Objections". Strengthen your sales skills by taking this essential module for anyone who wants to sell their value without being crushed on prices.
Effectively handling price objections in salesModule 2 of the "Sales & Business Development" program – or to be taken as a standalone moduleAre you losing business opportunities due to…Module 2 of the "Sales & Business Development" program – or to be taken as a standalone module
Are you losing business opportunities due to a price deemed too high?
The ability to manage pricing objections is a key skill for any B2B salesperson facing demanding buyers or price-sensitive clients. This module provides you with the essential fundamentals to respond accurately, confidently, and effectively to cost-centered objections.
In this module, you will learn to:
• Identify the different types of pricing objections: real or pretexts
• Master the levers of value perception: to refocus the discussion on benefits
• Deploy the fundamental pricing negotiation models: BATNA, concession strategy, value triangle
• Structure an impactful and professional response: by reformulating, justifying, and reinforcing perceived value
This module can be taken independently for targeted reinforcement or integrated into the complete "Sales & Business Development" program for a comprehensive enhancement of sales performance.
A short, actionable format designed for experienced salespeople, with a direct grounding in the realities of B2B sales.
Techniques for convincing customers about pricesIn a B2B world where customers are increasingly demanding, knowing how to defend your price is no longer optional... it's an essential strategic skill.This…In a B2B world where customers are increasingly demanding, knowing how to defend your price is no longer optional... it's an essential strategic skill.
This practical and operational e-learning module, designed for experienced sales professionals, gives you the concrete keys to confidently address pricing objections. Thanks to immersive and field-oriented teaching methods, you will develop the winning reflexes to preserve your margins without compromising customer relationships.
- Proven methods based on best business practices
- Common mistakes to avoid when dealing with demanding buyers
- Practical advice to position value before price
- Realistic examples and interactive scenarios
- Reformulation, reframing and valuation techniques
This module can be taken individually for targeted skills development or integrated into the complete "Sales & Business Development" program for the overall development of your sales skills. Don't let price objections hold you back any longer: learn to turn these objections into negotiation levers. Learning Objectives :
Identify common pricing objections in B2B
Master value justification techniques
Use reformulation to reconstruct price perception
Adopt the right reflexes when dealing with a cost-focused client
Avoid pitfalls that weaken your sales position
Keywords :
Handling objections
B2B sales
Value selling
Pricing and negotiation
Training on pricing objections
Adapting your approach to customer objectionsSharpen your sales strategy when faced with price objectionsYou're at a key moment in the sales process: price negotiation. The client hesitates, questions your…Sharpen your sales strategy when faced with price objections
You're at a key moment in the sales process: price negotiation. The client hesitates, questions your price, compares it with the competition… How can you maintain control of the exchange while demonstrating the value of your offer? This module provides you with advanced techniques to adapt your pitch according to buyer profiles and their real motivations.
✅ What you will learn:
• How to quickly identify the type of price objection (lack of budget, competitive comparison, perceived value, etc.)
• How to adjust your pitch according to the psychological and behavioral profile of your interlocutor
• How to use active reformulation to better understand and defuse the objection
• How to effectively highlight the value of your proposal without compromising on price
• How to close a win-win deal, even with a tough negotiator
🎯 An immersive and practical module
Through three interactive case studies, you will be confronted with realistic negotiation situations with demanding characters. Each scenario helps you refine your sales reflexes, adjust your interpersonal approach, and strengthen your persuasive skills.
📚 A standalone module or integrated into a comprehensive program
This module can be taken independently or as part of the complete "Sales & Business Development" program, designed to enhance the performance of experienced sales professionals at every stage of the sales cycle.
Target audience: Experienced B2B sales professionals negotiating with professional and rational buyers.
Estimated duration: 30 to 40 minutes.
Master quiz - Managing Price ObjectionsFacing the pressure of a demanding client has never been so exciting!In this module, test your knowledge with an interactive quiz inspired by the…Facing the pressure of a demanding client has never been so exciting!
In this module, test your knowledge with an interactive quiz inspired by the most popular game shows. Your mission? Answer correctly to 15 questions of increasing difficulty to prove your mastery of the topic "Managing Price Objections". The goal: validate your knowledge before a strategic meeting or as a complement to the complete course "Sales & Business Development".
This module can be taken independently or integrated into a broader skills development path. It serves as an excellent review or a final challenge for experienced salespeople.
How does the game work?
- 15 multiple-choice questions, divided into 3 levels of progression 📶 :
- 1 to 5: the basics
- 6 to 10: concrete situations
- 11 to 15: expert strategies
- 3 strategic jokers at your disposal:
- 50/50: two incorrect answers are removed
- The sales call: a coaching aid that offers you a line of thought
- The trainer's opinion: discover the answer chosen by 80% of experts
- 3 safety checkpoints allow you to save your progress:
- After question 5
- After question 10
- After question 15
Fun, stimulating, and educational, this module is ideal for challenging yourself and reinforcing dialogue reflexes around pricing while having fun.
Perfect if you are looking for:
- An intensive training on managing price objections
- A fun way to assess your level
- A complementary resource to your sales training program
- A way to strengthen your responses to demanding B2B buyers
Included in the "Sales & Business Development" path, this module is also perfect as a complement to negotiation training or sales coaching.