Deals stall on the same four concerns: price, timing, competitors and who decides. This guide teaches one method, listen, explore, respond and check, then applies it to each type with wording a rep would actually say. It also covers discount limits, the trade to ask for in return and when to escalate.

The sample follows Gorsefield Distribution, a fictional wholesale distributor, with price handled by trading rather than discounting, a 16-week plan for timing objections, a competitor comparison, a decision map and a role-play schedule. Replace the objections with your top five from lost-deal notes and enter your own discount limits.