---
tags: Week 9, H3, M13, Assignment
---
# ✍️ Assignment: Dealing with closing objections

As you know, objections can and will come up during all stages of the sales process. If they pop up right before closing, they may just hurt you more as you have already invested so much time into this opportunity.

However, remember, that objections don't necessarily need to be negative. They may just point you to what's standing between you, your prospect and a deal.

While the formerly introduced objections like "the price is too high" or "I want to think about" are common and rather trivial, others may be more complex and require thinking beyond the obvious.

This is what we are going to practice now 😉.
 

## The assignment: Objection handling case study
Below you find mail responses by two different prospects you have been engaged with for several weeks. Read them and draft a carefully crafted response to each of them. Both are scenarios that are absolutely realistic and can happen to you especially when being an AE or when acting as a sales person that covers the entire sales process from A-Z.

:::info

1. Prospect responds with "priorities have changed"

> "Hi, thanks for the demo link and test account. We've played around with it and liked it. However, for strategic reasons, we cannot make the switch at this time. Sorry I have no better news and thanks for all your time and understanding."

2. Prospect does not want to move forward due to technical issues with your solution

> "Hi, we've thoroughly tested your product over the last couple of weeks. During the last call, we had technical issues when presenting it to our team internally. Unfortunately, my CEO was also on the call and said it's a clear no since it didn't even work for demo purposes. Let's get back in touch once your platform is more stable. Take care"
:::
 

## Your task

- [ ] Draft a response to each of the two mails above. Remember your goal: Find out the real reason behind the objection and if / how it could still be moved forward.
- [ ] Share your responses with a memeber of your squad and ask for feedback. We recommend you to use a document they can access and directly comment on (for feedback) such as [Google Docs](https://docs.google.com/).
- [ ] Share it with us below.

 

Once you are done, move onto the next section: negotiations! :handshake:

<style>

body > .ui-infobar, body > .ui-toc, body > .ui-affix-toc, body > .ui-community, body > .document-footer {
display: none !important;
}
</style>