ELITE TRAINING

7 min read

Module 2 Self-Evaluation: Objection Handling

This self-evaluation guide helps you reflect on your understanding and application of objection handling techniques, identify areas for growth, and create a personalized implementation plan.

Reflection Framework

Current Capabilities Assessment

Rate your current capabilities in each area on a scale of 1-5 (1 = Needs significant development, 5 = Exceptional strength):

| Objection Handling Capability | Current Rating (1-5) | Evidence for Rating | Priority for Development (H/M/L) |
|-------------------------------|----------------------|---------------------|----------------------------------|
| Objection mindset (viewing objections as opportunities) | | | |
| Objection type identification | | | |
| Acknowledge-Bridge-Convert technique | | | |
| Question-based objection handling | | | |
| Feel-Felt-Found method | | | |
| Hidden need identification | | | |
| Objection pattern analysis | | | |
| Objection prevention | | | |
| Follow-up strategy after objections | | | |
| Integrated objection handling system | | | |

Objection Analysis

Identify the three most common objections you encounter and analyze your current handling approach:

Objection 1: [Describe the common objection]

Current handling approach:
• [Describe how you typically respond]

Effectiveness assessment:
• [Evaluate how well this approach works]

Improvement opportunities:
• [Identify specific ways to enhance your response]

Revised handling approach:
• [Describe your new approach based on module learnings]

Objection 2: [Describe the common objection]

Current handling approach:
• [Describe how you typically respond]

Effectiveness assessment:
• [Evaluate how well this approach works]

Improvement opportunities:
• [Identify specific ways to enhance your response]

Revised handling approach:
• [Describe your new approach based on module learnings]

Objection 3: [Describe the common objection]

Current handling approach:
• [Describe how you typically respond]

Effectiveness assessment:
• [Evaluate how well this approach works]

Improvement opportunities:
• [Identify specific ways to enhance your response]

Revised handling approach:
• [Describe your new approach based on module learnings]

Mindset Reflection

Reflect on your emotional and mental response to objections:

  1. How do you typically feel when a subscriber raises an objection?

  2. What automatic thoughts arise when you encounter resistance?

  3. How has your mindset toward objections evolved through this module?

  4. What specific mindset shifts would most benefit your objection handling?

Framework Application Assessment

Evaluate your application of key objection handling frameworks:

Acknowledge-Bridge-Convert Technique:
• Understanding level (1-5):
• Application frequency (1-5):
• Specific implementation challenges:
• Success examples:
• Improvement opportunities:

Question-Based Objection Handling:
• Understanding level (1-5):
• Application frequency (1-5):
• Specific implementation challenges:
• Success examples:
• Improvement opportunities:

Feel-Felt-Found Method:
• Understanding level (1-5):
• Application frequency (1-5):
• Specific implementation challenges:
• Success examples:
• Improvement opportunities:

Hidden Need Identification:
• Understanding level (1-5):
• Application frequency (1-5):
• Specific implementation challenges:
• Success examples:
• Improvement opportunities:

Objection Pattern Analysis

Analyze patterns in the objections you receive:

  1. What percentage of your objections fall into each category?

    • Value perception objections: ___%
    • Price objections: ___%
    • Timing/hesitation objections: ___%
    • Experience/risk objections: ___%
    • Competitive comparison objections: ___%
    • Other (specify): ___%

  2. What do these patterns suggest about your current sales approach?

  3. Which objection types do you handle most effectively?

  4. Which objection types present the greatest challenge?

  5. What specific improvements would address the root causes of common objections?

Implementation Planning

Priority Development Areas

Based on your reflection, identify your top three priority areas for development:

Priority 1: [Specific objection handling capability]

Why this is a priority:
• [Explain the impact of improving this capability]

Success indicators:
• [How you'll know you've improved]

Specific development actions:
• [Action 1]
• [Action 2]
• [Action 3]

Resources needed:
• [Resource 1]
• [Resource 2]

Timeline:
• [Specific timeframe for implementation]

Priority 2: [Specific objection handling capability]

Why this is a priority:
• [Explain the impact of improving this capability]

Success indicators:
• [How you'll know you've improved]

Specific development actions:
• [Action 1]
• [Action 2]
• [Action 3]

Resources needed:
• [Resource 1]
• [Resource 2]

Timeline:
• [Specific timeframe for implementation]

Priority 3: [Specific objection handling capability]

Why this is a priority:
• [Explain the impact of improving this capability]

Success indicators:
• [How you'll know you've improved]

Specific development actions:
• [Action 1]
• [Action 2]
• [Action 3]

Resources needed:
• [Resource 1]
• [Resource 2]

Timeline:
• [Specific timeframe for implementation]

Response Template Development

Create response templates for your most common objections using the frameworks from this module:

Objection Type 1: [e.g., Value perception objection]

Template using Acknowledge-Bridge-Convert:
• Acknowledge: [Script]
• Bridge: [Script]
• Convert: [Script]

Template using Question-Based Exploration:
• [Script with specific questions]

Template using Feel-Felt-Found:
• Feel: [Script]
• Felt: [Script]
• Found: [Script]

Objection Type 2: [e.g., Timing/hesitation objection]

Template using Acknowledge-Bridge-Convert:
• Acknowledge: [Script]
• Bridge: [Script]
• Convert: [Script]

Template using Question-Based Exploration:
• [Script with specific questions]

Template using Feel-Felt-Found:
• Feel: [Script]
• Felt: [Script]
• Found: [Script]

Objection Type 3: [e.g., Experience/risk objection]

Template using Acknowledge-Bridge-Convert:
• Acknowledge: [Script]
• Bridge: [Script]
• Convert: [Script]

Template using Question-Based Exploration:
• [Script with specific questions]

Template using Feel-Felt-Found:
• Feel: [Script]
• Felt: [Script]
• Found: [Script]

Objection Prevention Strategy

Develop a proactive strategy to prevent common objections:

  1. Value articulation enhancements to prevent value perception objections:

    • [Specific enhancement 1]
    • [Specific enhancement 2]
    • [Specific enhancement 3]

  2. Transparency improvements to prevent trust-related objections:

    • [Specific improvement 1]
    • [Specific improvement 2]
    • [Specific improvement 3]

  3. Social proof integration to prevent risk-related objections:

    • [Specific integration 1]
    • [Specific integration 2]
    • [Specific integration 3]

  4. Timing optimization to prevent hesitation objections:

    • [Specific optimization 1]
    • [Specific optimization 2]
    • [Specific optimization 3]

Implementation Roadmap

Create a 30-day implementation plan for enhancing your objection handling capabilities:

Days 1-7: Foundation Building
• [Specific activity 1]
• [Specific activity 2]
• [Specific activity 3]
• Success indicators:

Days 8-14: Framework Application
• [Specific activity 1]
• [Specific activity 2]
• [Specific activity 3]
• Success indicators:

Days 15-21: System Development
• [Specific activity 1]
• [Specific activity 2]
• [Specific activity 3]
• Success indicators:

Days 22-30: Optimization and Integration
• [Specific activity 1]
• [Specific activity 2]
• [Specific activity 3]
• Success indicators:

Measurement and Tracking

Design a system to track your objection handling effectiveness:

  1. Key metrics to monitor:

    • [Metric 1]
    • [Metric 2]
    • [Metric 3]

  2. Tracking method:

    • [Specific approach]

  3. Review frequency:

    • [Daily/weekly/monthly activities]

  4. Adjustment protocol:

    • [How you’ll refine your approach based on data]

Integration with Other Modules

Connection to Upselling Strategies (Module 1)

Identify how improved objection handling will enhance your upselling effectiveness:

  1. [Specific connection 1]
  2. [Specific connection 2]
  3. [Specific connection 3]

Connection to Conversion Techniques (Module 3)

Identify how improved objection handling will enhance your conversion effectiveness:

  1. [Specific connection 1]
  2. [Specific connection 2]
  3. [Specific connection 3]

Commitment and Accountability

7-Day Implementation Commitment

Identify 3 specific actions you commit to implementing in the next 7 days:

  1. [Specific action with timeline]
  2. [Specific action with timeline]
  3. [Specific action with timeline]

30-Day Development Goal

Articulate your primary objection handling development goal for the next 30 days:

[Specific, measurable goal statement]

Accountability Mechanism

Describe how you’ll hold yourself accountable for implementation:

[Specific accountability approach]

Reflection Summary

Summarize your key insights and planned development focus:

  1. Most valuable insight from this module: [Your response]

  2. Most significant mindset shift: [Your response]

  3. Most important capability to develop: [Your response]

  4. Expected impact on sales performance: [Your response]

Implementation Focus

Remember that objection handling mastery comes from consistent practice and refinement. Focus on implementing one framework thoroughly before adding others, and continuously analyze patterns to identify systemic improvement opportunities.

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