objection-handling

# Objection Handling ## Overview This skill catalogs common sales objections and effective response strategies. It helps contextualize past objections and prepare for potential pushback. ## Usage The main agent references this skill when: - Reviewing history of objections with a prospect - Preparing talking points for follow-up calls - Analyzing patterns in objection frequency ## Common Objection Categories ### Pricing Objections | Objection | Response Strategy | |-----------|-------------------| | "Too expensive" | Reframe to ROI; quantify cost of status quo | | "Over budget" | Explore phased approach or smaller pilot | | "Competitor is cheaper" | Differentiate on value, TCO, or risk | | "No budget until next quarter" | Agree on timeline; nurture until then | ### Timing Objections | Objection | Response Strategy | |-----------|-------------------| | "Not a priority right now" | Understand current priorities; find alignment | | "Too busy to implement" | Offer white-glove onboarding or phased rollout | | "Mid-contract with incumbent" | Get on calendar for contract renewal window | | "Need to wait for [event]" | Calendar follow-up; provide value in interim | ### Authority Objections | Objection | Response Strategy | |-----------|-------------------| | "I need to check with my boss" | Offer to join that conversation | | "This needs committee approval" | Provide materials for internal selling | | "Not my decision" | Ask for intro to decision maker | | "We have a process for this" | Understand and work within their process | ### Trust/Risk Objections | Objection | Response Strategy | |-----------|-------------------| | "Never heard of you" | Provide references, case studies, logos | | "Concerned about switching costs" | Quantify switching costs vs. staying | | "What if it doesn't work?" | Offer pilot, POC, or guarantee | | "Had bad experience with similar" | Acknowledge; differentiate your approach | ### Technical Objections | Objection | Response Strategy | |-----------|-------------------| | "Doesn't integrate with X" | Explore workarounds; roadmap discussion | | "Missing feature Y" | Understand criticality; product feedback loop | | "Security concerns" | Provide security documentation, certifications | | "Too complex" | Offer demo focused on their use case | ## Objection Tracking When logging objections, capture: - Exact objection wording - Context (when in conversation, who raised it) - Response used - Outcome (overcame, lost, pending) This builds institutional knowledge for future calls. ## Resources - `resources/objection-responses.md` - Detailed response scripts - `resources/pricing-objections.md` - Deep dive on price discussions