Present, handle objections, and close

Turn discovery notes into a tailored presentation and proposal, handle the common objections, and ask for a clear decision.

Many sellers do the hard work of discovery and then lose the deal in the last meeting. They present a generic deck, flinch when the price comes up, argue with objections, and never ask for a decision, so the buyer says they will think about it and goes quiet. This course covers that final stretch. You build the presentation from what the buyer told you, write proposals with honest options, talk about price without apologising, and handle objections with one method that works for all of them. Then you learn to ask for the decision plainly and to follow up without chasing.

What you'll be able to do

• Build a presentation that opens with the buyer's situation and links every solution part to a confirmed problem
• Write a one-page proposal with options and a clear recommendation
• State a price against the buyer's own impact figures and trade rather than discount
• Handle any objection with listen, clarify, respond and confirm
• Respond to price, timing, trust, need and someone-else objections from a written playbook
• Use trial closes and ask for the decision in plain words
• Follow up after a proposal or a no with messages that add something

Syllabus

Module 1: Build the presentation from the discovery notes

Open with the buyer's situation in their words, show only what solves their confirmed problems, choose proof that matches them, and run demos around their working day.

• 1.1 Start the presentation with the buyer's own situation
• 1.2 Choose proof that matches this buyer
• 1.3 Run a demo around the buyer's working day
• 1.4 Turn discovery notes into a presentation outline

Module 2: Write proposals that offer real options

Write proposals that a colleague of the buyer could follow, offer two or three honest options with a recommendation, and walk through them live.

• 2.1 What every proposal must contain
• 2.2 Offer options without confusing the buyer
• 2.3 Walk the buyer through it instead of emailing it
• 2.4 Write a one-page proposal

Module 3: Talk about price without flinching

Set price against the cost of the buyer's problem, state it plainly and wait, and trade concessions instead of handing out discounts.

• 3.1 Make the value clear before you say the price
• 3.2 Say the price plainly, then stop talking
• 3.3 Trade concessions instead of giving discounts
• 3.4 Role-play a price conversation

Module 4: Use one method for any objection

Treat objections as questions, handle each with listen, clarify, respond and confirm, and answer the predictable ones inside your presentation.

• 4.1 An objection is usually a question in disguise
• 4.2 Listen, clarify, respond, confirm
• 4.3 Raise the objections you know are coming
• 4.4 Start your objection log

Module 5: Handle the five objections you hear most

Work through the price, timing, trust, need and someone-else objections, what each one usually means underneath, and a tested response for each meaning.

• 5.1 It is too expensive
• 5.2 Now is not a good time
• 5.3 I am not sure about you or your company
• 5.4 We are fine as we are
• 5.5 I need to check with someone else
• 5.6 Build your objection playbook

Module 6: Ask for the decision

Use trial closes to check readiness, ask for the decision in plain words, and replace pressure tactics with honest alternatives.

• 6.1 Trial closes: check where the buyer stands
• 6.2 Ask for the decision directly
• 6.3 Closing tactics to drop, and why
• 6.4 Role-play the close with a partner

Module 7: Handle no and follow up without chasing

Accept a no well, keep the relationship open for later, and follow up on open proposals with messages that help the buyer decide.

• 7.1 Hear no without burning the relationship
• 7.2 Keep the door open after a no
• 7.3 Follow up after a proposal by adding something
• 7.4 Plan a deal from presentation to decision

Frequently asked questions

How long does the course take?

About eight hours across seven modules, including exercises. The final project depends on the timing of a real deal.

Is this a negotiation course?

No. It covers price conversations and trading concessions inside a sale. Negotiation theory such as BATNA and anchoring is taught in Negotiation: salary, deals and everyday asks.

Do I need to take Discovery first?

It helps a lot, because every module here builds on discovery notes. If you already run thorough discovery meetings, you can start here.

Will this teach me closing scripts?

It teaches how to ask for a decision honestly and clearly. It does not teach pressure tactics, and it explains why they cost more than they win.

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