Which option is not an Overcoming Objections Play?

• A. Validation Play
• B. Empathize
• C. Ignore Play
• D. Discount Play

Answer: (D)

Handling objections is about addressing the prospect’s concern in a way that shows you understand their situation and can demonstrate real value. The plays that truly move the conversation forward are those that acknowledge the worry and connect with it—validating that the concern is understandable, or expressing genuine empathy for the prospect’s position and needs. Offering a discount, on the other hand, doesn’t resolve the underlying issue. It sidesteps the reasoning behind the objection and uses price as a lever, which can erode perceived value and trust and doesn’t demonstrate how the product or service meets the customer’s needs. So while validation and empathy align with overcoming objections, and ignoring the objection is generally a poor, non-productive tactic, discounting isn’t an overcoming objections play at all.