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

After losing a competitive deal because of pricing objections, design a post-mortem process that identifies negotiation weaknesses, captures lessons learned, updates playbooks, and ensures organizational learning. Include stakeholders to involve, data to collect (for example objection themes and competitor differentiators), timelines, and three sample corrective actions.

HardTechnical

0 practiced

Sales asks for technical justification to support a 30 percent discount demanded by a strategic customer. Decide whether you would support the discount and draft the evidence trail and alternative commercial levers (for example phased commitments, usage minimums, reduced scope, or marketing commitments) you would propose to achieve similar revenue outcomes with less margin erosion.

HardTechnical

0 practiced

Engineering refuses to prioritize a client's urgent feature that sales claims will close a strategic deal. As Solutions Architect, outline a 48-hour plan to influence engineering leadership and sales to reach a decision. Include negotiation levers, a cost-of-delay calculation in revenue terms, proposed resource compromises, and escalation criteria if alignment is not reached.

EasyTechnical

0 practiced

As a Solutions Architect, explain what active listening means when a client raises a technical objection. Describe a step-by-step sequence you would use in the first three minutes of a customer call to uncover the underlying concern, build rapport, and avoid premature technical responses. Include sample phrases you might use and how you would transition from listening to proposing options.

MediumTechnical

0 practiced

A CFO is focused on reducing OPEX, the CTO insists on high availability, and the product manager wants rapid feature delivery. As the Solutions Architect, design a 30-minute stakeholder workshop agenda to reconcile these priorities and reach a negotiable solution. Include objectives, decision criteria, artifacts to produce, and the expected outputs to take back to each stakeholder group.

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