Handling Objections

B2 · Upper-intermediate1 hr 13 minBusiness EnglishLesson 5 of 8 · Outline

Aims

Goal: answer 'it's too expensive' — and every other objection — without getting defensive, using the LAER method: listen, acknowledge, explore, respond.

The lesson, stage by stage

  1. Warm up5 min

    Warm-up: When the client pushes back

    2 warm-up questions

  1. Reading10 min

    Reading: What an objection really is

    Read a 194-word text about What an objection really is

  2. Vocabulary8 min

    Vocabulary: Objection-Handling Vocabulary

    6 items

  3. Framework6 min

    Framework: The LAER Method

    LAER: Listen – Acknowledge – Explore – Respond, 4 steps

  4. Reading10 min

    Reading: Three model objection answers

    Read a 278-word text about Three model objection answers

  5. Practice7 min

    Practice: Respond to Objections

    Gap-fill exercise, 5 items

  6. Practice7 min

    Practice: Match Objections to Best Responses

    Matching exercise, 5 items

  7. Dialogue10 min

    Dialogue: Handling Price and Timing Objections

    Role-play: You're near the end of a sales conversation and the client raises concerns about price and timing. Use the LAER method. (8 lines)

  8. Discussion10 min

    Discussion: Your mission: your hardest objection

    3 discussion questions

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Target vocabulary

In a Tuton account these words become your student's vocabulary deck, so they come back in practice between lessons.

objectionpushbackovercomeconcessionreassurehesitation

This plan comes from the Sales & Client Relations course in the Tuton library. Browse all free lesson plans.