01 Review 1 - 6 discovery questions from Lesson 17
Review1.5 minDrag the 6 cues into order. Start with requirements and end with the decision maker. Then say one full question per cue out loud from memory.
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2 What are your key decision criteria apart from price?
3 Could you share your budget range and your timeline for delivery?
4 What is your priority if space is a constraint?
5 Could you clarify the load demand and the operating hours?
6 Who is the decision maker, and what should we clarify next?
02 Vocabulary - 10 objection words
Core 1 - Vocab3 minTap each card to flip. Hear it, see the definition and one calm response. Flip all 10 to unlock the quick check.
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03 Meaning matching - Match word to definition
Core 22.5 minTap one word on the left, then its match on the right. Green means correct pair. Try to beat 60 seconds.
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04 Quick say - Pronounce objection phrases calmly
1 minTap play to hear the calm rhythm, then tap I said it. Stay slow and avoid a defensive tone.
05 Sentence unjumble - 6 objection responses
Core 33 minTap words in order to build the response. Tap the sentence to remove last word. Complete all 6 with the 10 target words.
Show all 6 correct responses
2 Could you walk me through the competitor scope so we can compare like-for-like?
3 When you consider total cost of ownership, our value justifies the price.
4 While the competitor appears cheaper, their warranty and service response are narrower.
5 If we adjusted the scope, we could offer a more cost-effective alternative.
6 What trade-offs are acceptable to you apart from price and delivery?
06 Dialogue ordering - Objection call with Ms Weber
Core 42.5 minDrag the lines to order. Use the up and down buttons for keyboard users. Then read the dialogue with calm intonation and swap roles.
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B Thanks for calling back. I understand your objection on price. Could you share the competitor offer?
A Your price is about 15 percent higher. The competitor is cheaper for 250 kVA.
C Thank you. Could you walk me through the competitor scope so we can compare like-for-like?
D Same power, but I have no details on the warranty and service response.
E When you consider total cost of ownership, our value justifies the price. While the competitor appears cheaper, their warranty and service are narrower.
F I see, but my boss only looks at price. What can you do?
G What trade-offs are acceptable to you apart from price and delivery? If we adjusted the scope, we could offer a more cost-effective alternative.
H I will send a detailed like-for-like comparison by Friday. Does that work for you?
07 Review 2 - Discovery question as soft opener
Review1 minTap the chips to build the soft opener. Start with “Could you share”.
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08 New conversation - Internal prep with Anna
Core 52.5 minChoose the correct order number for each line (1 to 8). It uses the same vocabulary with a colleague. For the second read, hide the word bank.
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A How did the price call go?
B Difficult. The customer says the competitor is cheaper by 15 percent.
C What is their scope? Did you compare like-for-like?
D Not yet. The warranty and service response are unclear. That is the key trade-off.
E Did you explain total cost of ownership and value?
F Yes, I said our scope justifies the price. I must still justify the gap in numbers.
G Can we offer a cost-effective alternative if they accept a reduced warranty?
H Good idea. I will prepare two options and handle the objection step by step.
09 Spot the gap - Ask to fill missing scope
2 minLook at the numbers, then tap to complete each question starter. There is no word bank. Say each question out loud after you choose.
15% gap
full warranty
warranty?
service?
calm only
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2 Could you share what warranty and service response are included in their offer?
3 What trade-offs are acceptable to you if we look at total cost of ownership?
10 Role play - Handle cheaper competitor without quick discount
Core 64 minPlay the chat. Ms Weber pushes for a lower price. Tap a helpful phrase chip to insert it, then send. Your checklist ticks automatically.
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Ms Weber: 15 percent cheaper, same 250 kVA.
You: Thank you. Could you walk me through the competitor scope so we can compare like-for-like?
You: When you consider total cost of ownership, our value justifies the price.
You: While the competitor appears cheaper, their warranty and service response are narrower.
You: What trade-offs are acceptable to you? If we adjusted the scope, we could offer a more cost-effective alternative.
11 Review 3 - Conditional alternative: If we adjusted
Review1 minMatch the condition on the left to the soft offer on the right. Then say the full conditional response out loud.
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12 Numbers that matter - Say the 15 percent gap politely
1.5 minTap play to hear the model response, then type your version with about, around, or approximately. Say the gap politely, with hedging.
13 Soft vs hard - Choose calm professional language
1.5 minFor each pair, tap the better objection response. Green explains why it works.
Hard: Give me discount now.
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14 Objection funnel - Acknowledge, clarify, respond in one flow
2 minDrag the connectors into the correct gaps. Use “I understand”, “Could you walk me through”, and “When you consider”. Then say the whole flow without stopping.
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15 Polite pushback - Go one level deeper on value
1 minCustomer: The competitor is 15 percent cheaper. Type your two value follow-ups. The checker looks for “Could you explain” and “May I ask a follow-up”.
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2 May I ask a follow-up question about trade-offs and total cost of ownership so we compare fairly?
16 Mini presentation - 90-second value summary
2 minFollow the 4 steps, tap Start to begin the 90-second timer. Try to use each signpost out loud from memory.
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17 Listening to summary - Fast objection, you summarize
1.5 minB2 listeningFirst listen at normal speed, then try fast. Use the transcript only after you listen. Type your summary.
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18 Show empathy - Acknowledge price pressure first
1 minBuild two professional turns. Choose the softener, then add the next question. Tap play to hear the calm version.
19 Full simulation - Objection to next steps under pressure
Full sim - 4 minStep through the simulation. Choose or type your line for each step. Ms Weber will push on price and will be short on time at one point. Stay calm, clarify, and offer options.
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Clarify: Thank you. Could you walk me through the competitor scope so we can compare like-for-like?
Value: When you consider total cost of ownership, our value justifies the price. While the competitor appears cheaper, their warranty and service response are narrower.
Trade-off: What trade-offs are acceptable to you apart from price and delivery?
Conditional: If we adjusted the scope, we could offer a more cost-effective alternative.
Next steps: I will send a detailed like-for-like comparison with two options by Friday. Does that work for you?
20 Homework and takeaways - 5 phrases and 3 corrections
1 minChoose one homework, tick your takeaways, then print your personal checklist. Celebrate your progress with confetti.