Public workshop · Live online
Handling Buyer Questions and Objections in SaaS Sales
09:30–14:30 UK time · GMT
Practise clear responses when SaaS buyers challenge price, integration, security or product fit. Clarify the concern, use approved evidence and agree the right follow-up, with individual feedback and a repeat attempt.
- Microsoft Teams
- Maximum 4 participants
- English
- 4 training hours + lunch
Who is this for? SaaS account executives, presales consultants, solutions engineers, account managers and customer success professionals handling demanding buyer or client conversations.
Workshop agenda
| Time (GMT) | Session | What you will practise |
|---|---|---|
| 09:30–10:00 | Diagnose the question before answering | Compare ambiguous SaaS buyer questions about price, data and integrations. Identify what each question could mean and practise acknowledging it without arguing or offering an immediate concession. Your output: A question diagnosis map and 1 personal practice target. |
| 10:00–10:45 | Clarify the real concern | Use short exchanges to uncover the scope behind a cheaper competitor comparison and the requirement behind a broad security question. Practise concise follow-ups, calm delivery and checking that you have understood the buyer. Your output: Clarification prompts for 2 common buyer challenges. |
| 10:45–11:30 | First response under pressure | Each participant handles a short fictional buyer challenge while others act as buyer and observers. Use supplied approved-capability facts and commercial boundaries. Feedback examines listening, relevance and the point where the answer became vague or overconfident. Your output: Observed initial practice and specific response feedback. |
| 11:30–12:30 | Lunch break | Optional 10-minute 1-to-1 video check-in with Paul to review feedback and focus your afternoon practice. |
| 12:30–13:15 | Use evidence and specialist handoffs | Work through a cloud implementation question involving data preparation, access and integration ownership. Practise briefing the appropriate specialist with the actual buyer question and its decision context. Your output: An evidence-based response and concise specialist briefing. |
| 13:15–14:00 | Repeat the challenging exchange | Each participant repeats a difficult segment using the feedback. Practise a useful answer when you know, a clarification when the question is ambiguous and a credible route forward when you need another owner’s input. Your output: An observed repeat attempt using the same response criteria. |
| 14:00–14:30 | Give every open question a route | Record the concern, its significance to the buyer and the owner of the next action. Check timing with the responsible colleague before promising it externally. Your output: A practical question log and 2 workplace actions. |
Preparation and follow-up
Before the workshop
Complete a short questionnaire and write an initial response to 2 fictional buyer challenges. Identify what you can answer and which points need a specialist or commercial decision owner.
After the workshop
Revise your 2 responses and prepare a question-and-follow-up log. Set 2 behaviours to practise in future buyer conversations.
Your individual report assesses clarity, evidence and ownership in the written work, alongside clarification, composure and listening observed during workshop practice. Your 30/60/90-day action plan records 2 behaviours and review points.
Bring: 1 anonymised recurring objection and, if permitted, an approved fact sheet. Keep customer information and sensitive product details out of group practice.
Direct booking · GBP
Workshop prices
Book 1 place or all 4 for your company.
Super early birdPrice and closing date to be confirmed
Early birdPrice and closing date to be confirmed
| Booking | UK total including 20% UK VAT | Eligible non-UK business total without UK VAT |
|---|---|---|
| 1 participant | £180£150 + £30 UK VAT | £150Per participant |
| 1 company · All 4 places10% company discount | £648£540 + £108 UK VAT £162 per participant | £540£135 per participant |
Non-UK business bookings: we confirm business status, the receiving establishment and applicable taxes before invoicing. UK VAT applies to private individual bookings, including overseas individuals.
Interested in booking?
Tell us the workshop and number of places. We confirm availability, VAT treatment and booking-specific cancellation/refund terms, then send an invoice with Starling bank-transfer details. Places are confirmed after payment. Booking terms.
Or email training@newskilz.com.
Practical information and confidentiality
- Join on a laptop or desktop with a microphone, camera and reliable internet connection. Microsoft Teams joining instructions are sent by email.
- Participants may come from different companies. Attendance is subject to a confidentiality agreement covering NewSkilz and every participant. Use demo environments or fictional data; exclude customer information, passwords and sensitive material.
- The live workshop must not be recorded, photographed or transcribed. Screenshots, automated transcription and AI meeting assistants are not permitted.
- Preparation and follow-up submissions are sent privately to NewSkilz and will not be shared with other participants without your permission.
For access requirements or learning needs, contact NewSkilz before booking so we can discuss suitable arrangements.
Workshop questions
Will I learn a script for every objection?
You will practise a response structure and develop natural language. The buyer’s actual concern determines your question, evidence and next action.
Do I need to know every technical answer?
No. Practise using approved facts and being useful when validation is needed. Technical owners remain responsible for their information.
How is this different from the negotiation workshop?
This session focuses on understanding and answering concerns. The negotiation workshop develops preparation, authorised trade-offs and agreements on price, scope and commitments.
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