Present, handle objections, and close

Use your discovery notes to build a presentation and proposal for each buyer, handle the common objections, and ask for a clear decision.

Many sellers do careful discovery and then lose the deal in the last meeting. They show a generic deck, hesitate when price comes up, argue with objections and never ask for a decision. The buyer says they will think about it and stops replying. This course covers that last stage. You build the presentation from what the buyer told you, write proposals with honest options, and state your price without apologising. You learn one method for handling objections and apply it to each common type. Then you practise asking for the decision in plain words and following up without chasing.

What you'll be able to do

• Build a presentation that starts with the buyer's situation and ties each part of your solution to a problem they have confirmed
• Write a one-page proposal that sets out options and recommends one
• State a price against the buyer's own impact figures, and give concessions only in exchange for something in return
• Handle any objection in four steps: listen, clarify, respond and confirm
• Respond to price, timing, trust, need and someone-else objections using 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 give the buyer something new

Syllabus

Module 1: Build the presentation from the discovery notes

Open with the buyer's situation in their own words. Show only what solves the problems they confirmed, choose proof that matches them, and build 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 a proposal that someone on the buyer's side could follow without having been in the room. Give two or three honest options with a recommendation, and go through them with the buyer 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

Show the price next to what the buyer's problem costs them, say it plainly and wait, and give a concession only in exchange for something.

• 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 each objection as a question. Handle it in four steps: listen, clarify, respond and confirm. Answer the objections you can predict 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

You will work through the five common objections: price, timing, trust, need and someone else. For each one you learn what it 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 whether the buyer is ready, ask for the decision in plain words, and use honest alternatives instead of pressure tactics.

• 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

You will learn to take a no calmly, leave the relationship in good shape for later, and follow up on open proposals with messages that help the buyer make a decision.

• 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. How long the final project takes depends on the timing of a real deal.

Is this a negotiation course?

No. It covers price conversations and trading concessions within 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, since every module here uses your discovery notes. If you already run thorough discovery meetings, you can start with this course.

Will this teach me closing scripts?

It teaches you to ask for a decision honestly and clearly. It does not cover pressure tactics, and it explains why they cost more than they gain.

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