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Objection Handler

The buyer pushes back ten times: on price, on timing, on whether they need you at all. Choose the reply that moves the conversation forward. You have five hearts.

MediumSales3 min

How to play Objection Handler

Each round gives you one thing a buyer says and four ways to answer. Tap the reply you would use and press Check. After every answer you get the principle behind the best reply.
A correct answer scores 10 XP and a perfect run adds 20 XP. A wrong answer costs one of your five hearts. The ten objections are drawn from a set of fourteen.

What an objection really is

Buyers rarely say exactly what worries them. “Too expensive” can mean the budget is fixed, the value is unclear or a competitor has quoted less. “Send me some information” often means the buyer wants to end the call politely. A salesperson who answers the words and misses the meaning loses the deal without knowing why.

Four habits behind the best replies

  • Acknowledge first. “That makes sense” costs nothing and lowers the temperature. Arguing with the objection makes the buyer defend it.
  • Ask before you answer. “Compared with what?” and “What went wrong last time?” turn a wall into a conversation and tell you which objection you are really dealing with.
  • Never attack a competitor. Criticising the supplier a buyer chose is criticising the buyer. Ask what they would change about the supplier.
  • Trade, do not give. A discount offered for nothing teaches the buyer to ask again. Exchange it for a longer term, a larger order or faster payment.

The replies that lose deals

Three kinds of wrong answer appear throughout the game. The first is pressure: a deadline invented on the spot or “you can’t afford not to buy”. The second is surrender: an instant discount, or a promise to call back in a year. The third is the lecture: repeating the feature list or insisting that the product is different. All three end the conversation, and the best replies keep it going.
The sales guides on Kurums cover qualification, negotiation and forecasting. For more practice, play Forecast Call or face a supplier in Negotiation Duel.

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