Objection Handling and Negotiation Questions

Techniques for responding to objections in ways that preserve relationships and advance outcomes, integrating negotiation principles where appropriate. Topics include active listening and empathy to uncover underlying concerns, asking clarifying questions, presenting evidence and trade offs, using concessions strategically, determining nonnegotiables, and deciding when to hold firm versus compromise. Applies to sales, customer success, product discussions, and internal negotiations; assessors will look for structured frameworks, examples of balancing value and constraints, and the ability to de escalate emotionally charged conversations while achieving business objectives.

HardTechnical

0 practiced

Design an escalation playbook for when negotiations stall and the prospect threatens to move to a competitor. Include escalation levels, decision-makers at each level, triggers to escalate, a pre-approved concessions ladder, and sample messages to use at each stage to reframe value and preserve the relationship.

MediumTechnical

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You authorized an extra 40 support hours as a concession during negotiation. Describe exactly how you would document that concession in the statement of work (SOW) and change control process to avoid future scope creep while keeping the client confident in delivery. Include acceptance criteria and expiration if applicable.

EasyTechnical

0 practiced

On a discovery call a prospect says the proposed architecture is too complex. List at least six clarifying questions you would ask to identify the real objection (cost, skills, maintainability, SLA, compliance, timeline, operational overhead). Explain why each question matters and how you would use the answers to reframe the solution in business terms.

MediumTechnical

0 practiced

A skeptical customer asks for references to validate claims about scalability and reliability. Explain how you would structure a reference program, which customers or case studies you would select to best address these objections, and how you would prepare references so they speak to the customer's specific technical and operational concerns.

HardTechnical

0 practiced

A customer requests skipping a recommended refactor to meet a hard deadline. Quantify the long-term cost of accepting that technical debt and propose a negotiation plan that includes an amortized remediation cost, acceptance criteria for the temporary solution, timeline for remediation, and contractual commitments to ensure remediation happens.

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