objection-mining

name	objection-mining
description	Aggregates objections from call notes across territory. Builds a living response library. Use when: logging a new objection, reviewing objection patterns, building response templates, or understanding what pushback is most common in your territory. Triggers: log objection, objection library, common pushback, what objections, track objection, objection pattern, add to objection library, objection trend, what are they pushing back on.
version	1.0.0
user-invocable	true

Objection Mining

Purpose: Turn individual objections from every call into a territory-wide pattern library. Every call is a data point. This skill is what connects them.

Input source: ## Objections Logged sections in all accounts/*/discovery/ files. Output: memory/objection-library.md — append only, never overwrite.

---

STEP 0 — Confirm Scope

1. Single account: "Log the objection from my last call with [company]" → Read the most recent discovery/ file for that account only
2. Territory sweep: "Update my objection library" or "What are they pushing back on?" → Scan all accounts/*/discovery/ files

---

STEP 1 — Scan Call Notes Files

Read all files matching accounts/*/discovery/*.md.

For each file, look for the ## Objections Logged section:

## Objections Logged
| Type | Verbatim Quote | Stage | Response Used | Outcome |

If no section found in a file → skip it. If found → extract all rows.

Objection types: Timing / Budget / Authority / Trust / Fit / Competition

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STEP 2 — Parse and Classify

For each objection row extracted:

1. Confirm or correct the Type classification
2. Note the Stage (what deal stage was this objection raised at?)
3. Note the Response Used and Outcome
4. Check if this is a new objection or a variant of an existing one

Classification guide:

Type	Description	Example
Timing	"Not now" — they're not ready to act	"We're heads-down on a product launch until Q3"
Budget	Cost or prioritization block	"No budget allocated for this this year"
Authority	Wrong level — needs escalation or different contact	"I'd need to check with my manager"
Trust	Skepticism about claims, product, or vendor	"We've heard this before and it didn't deliver"
Fit	Genuine mismatch concern	"We're too small / too big for this"
Competition	Evaluating or committed to an alternative	"We're already deep into evaluating [competitor]"

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STEP 3 — Aggregate into Library

Read memory/objection-library.md (create if doesn't exist).

For each objection:

• Find the matching entry in the library, or create a new one
• Increment count
• Add the new verbatim quote to the examples list
• Update win/loss pattern if outcome is known

Library format:

# Objection Library
*Last updated: YYYY-MM-DD | {N} objections tracked | {N} accounts*

---

## Timing Objections
**Count:** {N} | **Win rate:** {N}% | **Most common stage:** {stage}

### Most Common Responses (by win rate)
1. [Response that worked — with example]
2. [Second best response]

### Verbatim Quotes (latest 5)
- "[Quote]" — {Company}, {Stage}, {Date}
- ...

---

## Budget Objections
[Same structure]

## Authority Objections
[Same structure]

## Trust Objections
[Same structure]

## Fit Objections
[Same structure]

## Competition Objections
[Same structure]

---

## Top 5 Objections by Frequency

| Rank | Objection | Type | Count | Win Rate | Best Response |
|------|-----------|------|-------|----------|--------------|
| 1 | | | | | |

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STEP 4 — Generate Response Templates

For any objection type where:

• Count ≥ 3 AND
• No "Best Response" is documented yet

→ Generate a response template using the AAA framework:

Type: [Timing/Budget/Authority/Trust/Fit/Competition]
Objection pattern: "[Common version of this objection]"

AAA Response:
- Acknowledge: "[Validate without agreeing]"
- Ask: "[Reframe question to understand root cause]"
- Advance: "[Earn the next 30 seconds]"

Outcome goal: [What constitutes a win for this objection]

---

STEP 5 — Save to Memory

Append to memory/objection-library.md — never overwrite the full file. Update only the sections with new data.

Also update memory/account-intel.md → Objection Patterns section if a new territory-wide pattern emerges.

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Quality Gates

• All discovery/ files scanned for ## Objections Logged sections
• Each objection type-classified correctly
• Frequency counts updated
• Win rate updated where outcome is known
• Response templates generated for objection types with 3+ examples and no template
• memory/objection-library.md updated (append only)
• Top 5 objections by frequency table updated