Module 2 Practical Exercise: Objection Handling

This practical exercise guides you through hands-on implementation of objection handling techniques with structured activities, templates, and frameworks for immediate application.

Exercise Overview

This practical exercise will help you develop and implement effective objection handling strategies through a series of structured activities. By completing these exercises, you’ll create a comprehensive objection handling system tailored to your specific context and subscriber base.

Learning Objectives

By completing this practical exercise, you will:

1. Develop a personalized approach to the Acknowledge-Bridge-Convert technique
2. Create a Question-Based Exploration system for different objection types
3. Implement the Feel-Felt-Found method with authentic examples
4. Build a Hidden Need Identification framework for common objections
5. Design an integrated objection handling system for your specific context

Activity 1: Objection Mindset Development

Purpose

Develop a positive mindset toward objections that views them as opportunities rather than obstacles.

Instructions

1. Objection Reframing Practice

   Complete the following reframing exercise for common objections:

   Objection: "That's too expensive."
   
   Initial emotional reaction:
   • [Describe your honest first emotional response]
   
   Negative interpretation:
   • [How you might negatively interpret this objection]
   
   Opportunity reframe:
   • [Reframe this as an opportunity - what is the subscriber really telling you?]
   
   Information revealed:
   • [What valuable information does this objection provide?]
   
   Growth opportunity:
   • [How can this objection help you improve?]
   

   Repeat this exercise for at least 5 common objections you encounter.

2. Trigger Identification

   Identify your personal objection triggers:

   • Which specific objections or phrases trigger negative emotions for you?
   • What physical sensations do you notice when facing objections?
   • What automatic thoughts arise when you encounter resistance?
   • What specific mindset shifts would help you respond more effectively?

3. Response Preparation

   Create a personal pre-response ritual:

   • Develop a brief mental routine to use when you encounter objections
   • Create a positive self-talk statement to use before responding
   • Design a quick reframing question to ask yourself
   • Practice this ritual until it becomes automatic

Activity 2: Acknowledge-Bridge-Convert Implementation

Purpose

Develop and implement the Acknowledge-Bridge-Convert technique for different objection types.

Instructions

1. Template Development

   Create templates for the three components of the technique:

   Acknowledgment Templates:
   • For price objections: [Template language]
   • For value perception objections: [Template language]
   • For timing/hesitation objections: [Template language]
   • For experience/risk objections: [Template language]
   • For competitive comparison objections: [Template language]
   

   Bridge Templates:
   • For price objections: [Template language]
   • For value perception objections: [Template language]
   • For timing/hesitation objections: [Template language]
   • For experience/risk objections: [Template language]
   • For competitive comparison objections: [Template language]
   

   Conversion Templates:
   • For price objections: [Template language]
   • For value perception objections: [Template language]
   • For timing/hesitation objections: [Template language]
   • For experience/risk objections: [Template language]
   • For competitive comparison objections: [Template language]
   

2. Complete Response Development

   Develop complete responses for your three most common objections:

   Objection 1: [Specific objection]
   
   Acknowledge:
   • [Your acknowledgment response]
   
   Bridge:
   • [Your bridge transition]
   
   Convert:
   • [Your conversion response]
   
   Complete integrated response:
   • [Full response combining all three elements]
   

   Repeat for your second and third most common objections.

3. Implementation Practice

   Plan a structured practice approach:

   • Role-play these responses with a colleague
   • Record yourself delivering these responses
   • Create a quick-reference guide for your most common objections
   • Set specific implementation goals for the next week

Activity 3: Question-Based Exploration System

Purpose

Develop a system of exploratory questions to uncover the real concerns behind objections.

Instructions

1. Question Framework Development

   Create question frameworks for different objection types:

   Value Perception Objection Questions:
   • Initial exploration question: [Question]
   • Follow-up question 1: [Question]
   • Follow-up question 2: [Question]
   • Clarification question: [Question]
   • Transition question to solution: [Question]
   

   Price Objection Questions:
   • Initial exploration question: [Question]
   • Follow-up question 1: [Question]
   • Follow-up question 2: [Question]
   • Clarification question: [Question]
   • Transition question to solution: [Question]
   

   Timing/Hesitation Objection Questions:
   • Initial exploration question: [Question]
   • Follow-up question 1: [Question]
   • Follow-up question 2: [Question]
   • Clarification question: [Question]
   • Transition question to solution: [Question]
   

   Experience/Risk Objection Questions:
   • Initial exploration question: [Question]
   • Follow-up question 1: [Question]
   • Follow-up question 2: [Question]
   • Clarification question: [Question]
   • Transition question to solution: [Question]
   

   Competitive Comparison Objection Questions:
   • Initial exploration question: [Question]
   • Follow-up question 1: [Question]
   • Follow-up question 2: [Question]
   • Clarification question: [Question]
   • Transition question to solution: [Question]
   

2. Question Flow Mapping

   Create conversation flow maps for two different objection scenarios:

   • Map the ideal question progression
   • Identify key decision points
   • Prepare responses for different answer paths
   • Note transition points to solution presentation

3. Active Listening Integration

   Develop an active listening approach to complement your questions:

   • Create a list of active listening responses
   • Design a note-taking system for key information
   • Develop reflection statements to confirm understanding
   • Create a framework for incorporating subscriber language into your responses

Activity 4: Feel-Felt-Found Method Implementation

Purpose

Develop and implement the Feel-Felt-Found method with authentic examples.

Instructions

1. Component Development

   Create templates for the three components of the technique:

   "Feel" Component Templates:
   • For price objections: [Template language]
   • For value perception objections: [Template language]
   • For timing/hesitation objections: [Template language]
   • For experience/risk objections: [Template language]
   • For competitive comparison objections: [Template language]
   

   "Felt" Component Templates:
   • For price objections: [Template language]
   • For value perception objections: [Template language]
   • For timing/hesitation objections: [Template language]
   • For experience/risk objections: [Template language]
   • For competitive comparison objections: [Template language]
   

   "Found" Component Templates:
   • For price objections: [Template language]
   • For value perception objections: [Template language]
   • For timing/hesitation objections: [Template language]
   • For experience/risk objections: [Template language]
   • For competitive comparison objections: [Template language]
   

2. Success Story Collection

   Collect real examples for the “Found” component:

   • Identify 3-5 specific examples of subscribers who had objections but purchased and were satisfied
   • Document their initial concerns, what convinced them, and their positive outcomes
   • Create anonymized versions of these stories for use in your responses
   • Organize these stories by objection type for easy reference

3. Complete Response Development

   Develop complete responses for your three most common objections:

   Objection 1: [Specific objection]
   
   Feel:
   • [Your "feel" response]
   
   Felt:
   • [Your "felt" response with social proof]
   
   Found:
   • [Your "found" response with specific example]
   
   Complete integrated response:
   • [Full response combining all three elements]
   

   Repeat for your second and third most common objections.

Activity 5: Hidden Need Identification Framework

Purpose

Develop a framework for identifying the hidden needs behind common objections.

Instructions

1. Hidden Need Mapping

   Create a comprehensive map of potential hidden needs:

   Objection: "That's too expensive."
   
   Potential Hidden Needs:
   • [Hidden need 1 and indicators]
   • [Hidden need 2 and indicators]
   • [Hidden need 3 and indicators]
   
   Exploration Questions:
   • [Question to uncover hidden need 1]
   • [Question to uncover hidden need 2]
   • [Question to uncover hidden need 3]
   
   Tailored Responses:
   • [Response addressing hidden need 1]
   • [Response addressing hidden need 2]
   • [Response addressing hidden need 3]
   

   Repeat this exercise for at least 5 common objections you encounter.

2. Indicator Development

   Create a system for recognizing hidden need indicators:

   • Identify verbal cues that suggest specific hidden needs
   • Note contextual factors that provide clues to underlying concerns
   • Develop a framework for interpreting the timing and frequency of objections
   • Create a quick reference guide for common indicators

3. Response Strategy Development

   Design response strategies for different hidden needs:

   • Create tailored value articulation approaches for different hidden needs
   • Develop social proof examples targeted to specific concerns
   • Design risk-reduction strategies for different types of uncertainty
   • Create a decision-support framework for different hesitation causes

Activity 6: Objection Prevention Strategy

Purpose

Develop proactive strategies to prevent common objections before they arise.

Instructions

1. Value Articulation Enhancement

   Enhance your value articulation to prevent value perception objections:

   Current Value Articulation:
   • [Your current approach for a specific offering]
   
   Common Value Objections:
   • [Objection 1]
   • [Objection 2]
   • [Objection 3]
   
   Enhanced Value Elements:
   • [New element to address objection 1]
   • [New element to address objection 2]
   • [New element to address objection 3]
   
   Revised Value Articulation:
   • [Complete revised approach incorporating preventive elements]
   

2. Social Proof Integration

   Develop a social proof strategy to prevent risk-related objections:

   • Create a collection of specific success stories for different offerings
   • Develop statistical evidence of positive outcomes where available
   • Design testimonial integration approaches for different objection types
   • Create a framework for incorporating social proof naturally in initial presentations

3. Transparent Communication Enhancement

   Improve transparency to prevent trust-related objections:

   • Identify common areas of confusion or uncertainty
   • Develop clear explanation templates for complex aspects
   • Create visual aids to enhance understanding where appropriate
   • Design a comprehensive FAQ approach for common questions

Activity 7: Integrated Objection Handling System

Purpose

Design a comprehensive objection handling system that integrates all the techniques you’ve learned.

Instructions

1. System Framework Development

   Create an integrated framework for your objection handling system:

   Objection Type: [e.g., Value perception objection]
   
   Initial Response Options:
   • Acknowledge-Bridge-Convert approach: [When to use]
   • Question-Based Exploration approach: [When to use]
   • Feel-Felt-Found approach: [When to use]
   
   Decision Criteria:
   • [Criteria for selecting which approach to use]
   
   Follow-up Strategy:
   • [Approach for following up if initial handling doesn't resolve]
   
   Prevention Strategy:
   • [Proactive approach to prevent this objection type]
   

   Repeat for each major objection type.

2. Implementation Workflow

   Develop a practical workflow for implementing your system:

   • Create a decision tree for objection handling
   • Design a quick-reference guide for different approaches
   • Develop a tracking system for objections and effective responses
   • Create a continuous improvement protocol for refining your system

3. 30-Day Implementation Plan

   Create a detailed plan for implementing your objection handling system:

   Days 1-7: Foundation Building
   • [Specific activity 1]
   • [Specific activity 2]
   • [Specific activity 3]
   • Success indicators:
   
   Days 8-14: Technique Application
   • [Specific activity 1]
   • [Specific activity 2]
   • [Specific activity 3]
   • Success indicators:
   
   Days 15-21: System Integration
   • [Specific activity 1]
   • [Specific activity 2]
   • [Specific activity 3]
   • Success indicators:
   
   Days 22-30: Refinement and Optimization
   • [Specific activity 1]
   • [Specific activity 2]
   • [Specific activity 3]
   • Success indicators:
   

Implementation Challenge

Purpose

Put your learning into immediate practice with a real-world implementation challenge.

Instructions

1. 7-Day Implementation Challenge

   Commit to implementing one complete objection handling technique in the next 7 days:

   • Select one specific technique from the exercises above
   • Create all necessary templates and preparations
   • Implement with at least 5 objection situations
   • Track results and gather feedback
   • Document learnings and refinements

2. Results Documentation

   After completing the challenge, document your results:

   • Technique implemented
   • Objection situations encountered
   • Response effectiveness
   • Subscriber reactions
   • Lessons learned
   • Refinements for future implementation

3. Peer Sharing (Optional)

   Share your results with a colleague or in the training community:

   • Key insights gained
   • Successful approaches
   • Challenges encountered
   • Questions for further exploration

Resources

Templates and Worksheets

• Objection Reframing Worksheet
• Acknowledge-Bridge-Convert Template
• Question Framework Builder
• Feel-Felt-Found Planner
• Hidden Need Identification Guide

Example Library

• Effective Acknowledgment Examples
• Powerful Question Examples
• Successful Feel-Felt-Found Stories
• Hidden Need Response Examples

Completion and Next Steps

After completing this practical exercise:

1. Review your implementation results and refine your approaches
2. Integrate your objection handling strategies into your regular workflow
3. Continue to track objection patterns and effective responses
4. Consider how these strategies connect with conversion techniques (Module 3)
5. Complete the Module 2 Self-Evaluation to reflect on your learning and application

Implementation Focus

The most effective objection handling comes from consistent practice and refinement. Focus on mastering one technique thoroughly before adding others, and remember that your mindset toward objections is just as important as your technical handling skills.