Objection Handling'Call me in six months.' Real objection, or a polite way to end the call? Twenty-four times, you decide.
Twenty-four situational-judgement scenarios on what a salesperson does when the buyer pushes back on price, timing, an existing supplier or trust — and whether they can tell a real objection from a brush-off. Weighted partial credit, four competencies, banded report with a growth plan.
In brief
Objection Handling is an online assessment in AssessAll's Sales Excellence line taking about 40 minutes. It measures price & value objections, timing & delay objections, incumbent & trust objections and real objection vs brush-off. It is built for quota-carrying sellers in any sector who hear 'too expensive' and 'not now' every week.
| Format | Online, one sitting |
|---|---|
| Duration | About 40 minutes |
| What it measures | Price & Value Objections, Timing & Delay Objections, Incumbent & Trust Objections, Real Objection vs Brush-off |
| Built for | Quota-carrying sellers in any sector who hear 'too expensive' and 'not now' every week; Inside sales and telesales staff handling objections without visual cues; Sales managers screening candidates for judgement under pushback rather than scripted rebuttals |
| Scoring | Evidence-keyed |
| Report | Available immediately after submission |
| Currencies | INR and USD |
Understanding before responding is scored, and so is the opposite
A buyer looks at your pricing and says it is a lot more than she expected, without naming what she expected; a buyer who has just described a real operational problem says this is interesting but call me in six months; a buyer says they are happy with their current supplier and you know nothing else; a manager ninety seconds into a first call says just send me some information. Twenty-four scenarios, each with four things sellers say every day — explain the price, ask what figure she had in mind, offer flexibility, argue the payback — and each of those is defensible somewhere.
Options are scored on a 0–3 gradient with a written reason for every score, and the constructs are described as behaviours: understanding before responding, separating the stated objection from its cause, telling a substantive concern from a disengagement signal, conceding accurately. Options that invent urgency, disparage a competitor without evidence, conceal a cost or pressure a buyer past a clear refusal score zero regardless of their effect on close rates. The bank is original and length-parity controlled; no branded or acronymised objection-handling method is named, referenced or implied.
The report bands four competencies — Price and Value Objections, Timing and Delay Objections, Incumbent and Trust Objections and Real Objection versus Brush-off — because a seller who answers price well can be hopeless at reading whether the objection was real at all. An AI-personalised narrative names the pattern across your 24 answers, the growth plan starts with the weakest competency, and the scenario review shows why the payback argument scored one when the buyer had not yet said what she expected.
What you walk away with
Price and Value, Timing and Delay, Incumbent and Trust, and Real versus Brush-off each return a band with a coaching interpretation, so a seller who handles price well and folds on timing sees that split rather than an average that hides it.
The strengths and development panel is built from your 24 answers and describes the habit — explaining before asking, reassuring past a specific worry, treating every delay as a brush-off — in the words a manager would use in a ride-along debrief.
Practical steps built from your lowest competency and ordered by impact: the question to ask before defending a price, the test that separates a real timing objection from a polite exit, the concession made accurately rather than eagerly.
A 0–100 score with a band and a 70 per cent pass mark for hiring, then all 24 scenarios reviewed with the reason each option scored what it did, including which options scored zero for inventing urgency or disparaging a rival.
What comes back
Illustrative sample — your report is generated from your own responses.
Band edges at 40, 60 and 80. Each band carries its own coaching interpretation for that competency.
Assembled from your lowest competencies, in order — not a generic checklist.
Built for
- Quota-carrying sellers in any sector who hear 'too expensive' and 'not now' every week
- Inside sales and telesales staff handling objections without visual cues
- Sales managers screening candidates for judgement under pushback rather than scripted rebuttals
- Account managers defending a renewal against a cheaper alternative
The objection you answer is rarely the one the buyer has. Find out which one you hear.
Twenty-four scenarios in 40 minutes, four competencies banded, growth plan and full scenario review on completion.
₹349 (incl. GST) · assessment and full report, nothing further to pay
Frequently asked questions
How a salesperson responds when a buyer pushes back on price, timing, an existing supplier or trust — and whether they can tell a substantive objection from a polite way of ending the conversation. Four competencies across 24 scenarios. It is for quota-carrying sellers in any sector, for telesales staff who handle objections by voice alone, for account managers defending renewals, and for managers hiring into any of those roles.
Each option is scored on a 0–3 gradient with a written reason, and the highest-scoring options are usually questions or accurate concessions rather than rebuttals, so a scripted answer tends to earn one point rather than three. Options are length-matched and the best answer moves position. Options that invent urgency, disparage a competitor without evidence, conceal a cost or pressure a buyer past a clear refusal score zero regardless of their effect on close rates.
Forty minutes for 24 scenarios in one sitting. You receive the full report immediately: an overall score with band against a 70 per cent pass mark, four banded competencies with coaching interpretations, an AI-personalised narrative of strengths and development areas, a growth plan built from your lowest competency, and a review of every scenario with the reasoning behind each option. Everything is included; there is nothing further to unlock.
In an interview, ask the candidate to talk through a real objection they handled last month and compare the story with their lowest band; if Real Objection versus Brush-off is Developing, ask how they knew the objection was genuine. For coaching, listen to two recorded calls beside the scenario review. Because the report is generated from the seller's own responses, a retake after a month shows whether the reflex changed.
Yes. The buyers are at fictional companies, the products are generic and the objections — too expensive, not now, happy with who we have, just send information — are said in every market. No branded objection-handling method is referenced, so it does not favour sellers trained in one. The assessment is priced in INR and USD; the live price in both currencies is on this page.
Foundation, core selling, specialist and sales-leadership bands — every one an original situational-judgement bank with weighted partial credit, a stated reason for every option, and ethics scored to zero on a mis-sell. Hire with the band that matches the role, or develop with the one that matches the gap.
See every sales assessment →Methodology: Original AssessAll situational-judgement item bank on commercial objection handling, authored to the AssessAll Scientific Item-Authoring Standard: behavioural-tendency framing, misconception-anchored distractors, weighted partial-credit keys with per-option rationale, and option-length parity control. Constructs — understanding before responding, distinguishing a stated objection from its cause, separating a substantive concern from a disengagement signal, and conceding accurately — are described generically as behaviours. No branded, acronymised or trademarked objection-handling or negotiation methodology is named, referenced or implied. Options that invent urgency, disparage a competitor without evidence, conceal a cost or pressure a buyer past a clear refusal score zero regardless of their effect on close rates.
Beyond the assessment · Measure. Plan. Learn. Coach. Prove it.
What should you do after taking the Objection Handling?
Use the report as a baseline, not a verdict. Turn it into an individual development plan on Jobulary, with three objectives for the next 90 days; practise the gaps with the The Sales Teams Bundle on Bodhih.org; and, for a team, run the Objection Handling Training for Sales Teams with Bodhih Training. Then take the Objection Handling again to see what moved.
- Step 1 · Plan · Jobulary
Turn your report into a development plan
Three outcome objectives for a 90, 180 or 365-day cycle, a 70/20/10 path, and a re-measure that counts growth only when it is larger than measurement error. The plan stays yours when the job changes. Free to start.
Read first: How Do You Turn a Sales Quota Into a Development Goal?Start a plan on Jobulary - Step 2 · Learn · Bodhih.org
Practise what the report flags
- Pro Kit bundleThe Sales Teams Bundle5 Bodhih Pro Kits in one purchase: e-books plus ready-to-use templates, spreadsheets and forms. ₹2,599 incl. GST or $79. Save 51%.
- Business simulationSales Forecasting Simulation
- Trainer ToolkitSales Trainer Toolkit
Pro Kits, business simulations, online courses and trainer toolkits, priced in INR and USD.
- Step 3 · Train · Bodhih Training
Train the whole team
- Classroom programmeObjection Handling Training for Sales TeamsObjection handling training for sales teams: tackle price, timing, competitor and 'send me info' objections with tested talk tracks and AI role-play.
- Classroom programmeConsultative Selling Training
Customised, instructor-led programmes, in person or live online. Since 2008: 2,000+ companies and 18,000+ programmes.
AssessAll, Jobulary, Bodhih.org and Bodhih Training are Bodhih companies. Use one, or close the loop: measure here, plan, learn, then sit the Objection Handling again to see what changed.
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