| name | co-sales-objection-handling |
| description | Evidence-backed objection responses with reframing techniques. Objection categorization
by type (price, timing, competition, status quo), competitive displacement playbooks,
and concern vs objection distinction. Use when PREPARING for objection handling,
building competitive battle cards, or developing reframing strategies.
|
Objection Handling
Build evidence-backed objection playbooks with reframing techniques.
Use This Skill When
- Preparing for price, timing, or competitive objections.
- Building competitive displacement playbooks.
- Developing reframing strategies for common pushback.
- Distinguishing objections from concerns and addressing each appropriately.
Workflow
- Review account brief, stakeholder map, and discovery findings.
- Identify top objections by category:
- Price/Budget: "Too expensive", "No budget this quarter"
- Timing: "Not now", "Next fiscal year"
- Competition: "We already use [Competitor]", "Switching cost too high"
- Status Quo: "Current solution works fine", "If it ain't broke…"
- Classify each as Objection (explicit disagreement) or Concern (uncertainty/fear).
- Build response for each:
- Acknowledge → Reframe → Evidence → Bridge to value.
- Add competitive displacement tactics where relevant.
- Save to
results/objection-playbook.md.
Deliverables
results/objection-playbook.md: Categorized objection responses with evidence.
Quality Gates
If any gate fails: identify weak responses, gather additional evidence or case studies, and re-validate.
Gotchas
- 反論（objection）と懸念（concern）は対応が異なる。反論にはエビデンスで対抗、懸念には共感と安心材料で対応
- 「価格が高い」への最初の反応で値引きを提示してはならない。まず価値を再確認し ROI で正当化
- 競合ディスプレースメントでは相手を直接批判しない。自社の差別化ポイントを強調する
Validation Loop
- 反論プレイブックを生成
- 5件以上のカテゴリ分類・エビデンス有無・リフレーミング手法をチェック
- 不合格なら追加エビデンスを収集、全基準を満たしてから完了
