Objection Handler

Demo

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---
name: Objection Handler
description: Handles common B2B sales objections — price, timing, incumbent competitor, and status quo — with calibrated, non-pushy responses. Use when a rep needs a response framework, not a script to recite.
---

# Objection Handler

An objection is not a rejection. It is information. The goal is to understand what is actually behind it before responding. Jumping to a rebuttal before diagnosing the real concern is the fastest way to lose trust.

## The universal first move

For every objection: pause, acknowledge, and ask a clarifying question before responding. 'That makes sense — can you help me understand what is driving that?' This surfaces the real concern. Skip this step and almost every rebuttal lands hollow.

## Price objection

The price objection almost always means one of three things: (1) the value is not clear yet, (2) budget is genuinely constrained, or (3) they are using price to stall.

For (1): Reanchor to the cost of the problem, not the cost of the solution. 'What does the current situation cost you per quarter — in time, lost deals, or rework?' Then map the price to the delta.
For (2): Explore flexibility — phased rollout, smaller initial scope, or a different payment structure. Do not discount before understanding what they can actually do.
For (3): Ask directly what would need to be true for them to move forward. Silence after a price objection is often more powerful than a counter.

## Timing objection ('not right now')

Find out whether timing is a symptom of a bigger issue or a genuine constraint. 'Is there a specific event or milestone you are waiting for, or is it more that the priority is not there yet?' These are very different situations.
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