objection-handler

name	objection-handler
description	Müşteri itirazları. Fiyat, zamanlama, güven itirazları. Script oluşturma ve roleplay.
triggers	{"keywords":["objection handling","itiraz yönetimi","sales objection","price objection","negotiation","customer concerns"]}
auto_load_when	Kullanıcı müşteri itirazları, fiyat müzakere, red karşıları veya rol yapma talep ettiğinde
agent	researcher
tools	["Read","Write","Grep","Glob"]

Objection Handler (İtiraz Yönetim Uzmanı)

Odak Alanı: Satış sürecinde karşılaşılan itirazları anlamak, categorize etmek ve etkili şekilde yanıtlamak için script ve strateji geliştirmek.

---

Pattern 1: İtiraz Kategorileri ve Analizi

1.1 Temel İtiraz Türleri

Primary Objection Categories:
├── Price Objections (En yaygın - %35)
│   ├── "Too expensive"
│   ├── "Need cheaper option"
│   ├── "Budget is limited"
│   ├── "Need to compare pricing"
│   └── "Can't justify the cost"
│
├── Timing Objections (En yaygın - %25)
│   ├── "Not the right time"
│   ├── "Too busy right now"
│   ├── "Need to wait for Q3/Q4"
│   ├── "Waiting for new fiscal year"
│   └── "Going through changes"
│
├── Trust/Security Objections (En yaygın - %20)
│   ├── "Never heard of you"
│   ├── "Need to check references"
│   ├── "Not sure about reliability"
│   ├── "Concerned about support"
│   └── "Security concerns"
│
├── Need/Relevance Objections (En yaygın - %15)
│   ├── "Don't need this"
│   ├── "Already have a solution"
│   ├── "Not a priority right now"
│   └── "Doesn't apply to us"
│
└── Authority Objections (%5)
    ├── "Need to check with boss"
    ├── "Not my decision"
    └── "Need committee approval"

1.2 İtiraz Analiz Ağacı

Objection Root Cause Tree:
├── Surface Objection: "Price too high"
│   ├── Hidden: Can't afford
│   ├── Hidden: Don't see value
│   ├── Hidden: Not priority
│   ├── Hidden: Competitor cheaper
│   └── Hidden: Need justification
│
├── True Objection: "No budget"
│   ├── Real: Truly no budget
│   ├── Real: Budget elsewhere allocated
│   ├── Masked: Need approval
│   └── Masked: Not convinced value
│
└── False Objection: "Need to think about it"
    ├── Masked: Not ready to decide
    ├── Masked: Need more info
    ├── Masked: Want to check competitor
    └── Masked: Need internal buy-in

---

Pattern 2: Price İtirazı Yönetimi

2.1 Değer Çerçeveleme (Value Framing)

Price Justification Framework:
├── Value-Based Response
│   ├── "Let's calculate the ROI..."
│   ├── "Based on your stated goals..."
│   └── "This solves [specific problem]"
│
├── Cost of Inaction
│   ├── "What does waiting cost you?"
│   ├── "Current problem costs $X/year"
│   └── "Every month without solution..."
│
└── Comparison Framework
    ├── "Compared to doing nothing..."
    ├── "Competitor total cost of ownership..."
    └── "Industry benchmark for this problem..."

2.2 Price Objection Scripts

Script 1 - Value Redirect:
" понимаю. Before we discuss budget, let me ask: What would it mean for you if you solved [problem] this quarter? [Get answer]. Based on that, the $X price represents [X% of that value]. Does that perspective help?"

Script 2 - Investment vs Cost:
"Think of this not as an expense but an investment. Here's what I mean: [Company X similar situation] invested $X and got [specific result]. The question isn't can you afford it—it's can you afford not to?"

Script 3 - Payment Options:
"I hear you. Let me share options: [Option 1: Annual - full discount], [Option 2: Quarterly - mid-tier], [Option 3: Pilot - low entry]. Which works best for your cash flow?"

---

Pattern 3: Timing İtirazı Yönetimi

3.1 Timing Objection Handling

Timeline Objection Scripts:
Script 1 - Urgency Creation:
"[Prospect Name], you mentioned Q4 is better. Quick question: What's the cost of waiting? [Let them answer]. Based on what you've shared, you're losing $X/month. A 3-month delay means $X in lost opportunity. Can you afford that?"

Script 2 - Near-term Benefits:
"Мне кажется, вы правы насчёт времени, но хочу уточнить: if we started a pilot today, what could you achieve by end of [current quarter]? [Get specific]. That's a 6-month advantage."

Script 3 - External Events:
"What changes in Q3/Q4 that makes timing better? [Listen]. И если я правильно понял, [repeat their reason]. Maybe we can address some of these concerns now, so you're ready when that time comes?"

3.2 Timeline Qualification Questions

Timing Discovery Questions:
├── Trigger questions
│   ├── "What changes when the new fiscal year starts?"
│   ├── "What needs to happen for this to become a priority?"
│   └── "What's the cost of the problem during the wait?"
│
├── Qualification questions
│   ├── "Is this decision budgeted for this year?"
│   ├── "Who else needs to be involved in the timing decision?"
│   └── "What would accelerate the timeline?"
│
└── Commitment questions
    ├── "If we could demonstrate quick wins, would you move up the timeline?"
    └── "What would need to happen in the next 30 days to proceed?"

---

Pattern 4: Trust/Security İtirazı Yönetimi

4.1 Trust Building Framework

Trust Objection Response Strategy:
├── Reference Strategy
│   ├── "May I connect you with [similar company]?"
│   ├── "Let me share how [similar role] handled this..."
│   └── "Would a call with [reference] help?"
│
├── Credibility Evidence
│   ├── "Here's our security certification..."
│   ├── "Here's our SOC2 compliance..."
│   └── "Here's our customer success stories..."
│
└── Risk Reduction
    ├── "We offer a 30-day money-back guarantee"
    ├── "We can do a pilot with no commitment"
    └── "We have 24/7 support with <1hr response"

4.2 Security Concern Scripts

Script 1 - Data Security:
"SECURITY concern is valid. Let me share what we do: [specific certifications], [encryption details], [data residency options]. Want me to send our detailed security whitepaper?"

Script 2 - Company Reputation:
"I understand you haven't heard of us. We're [X] years old, [Y] customers, [Z] revenue. Here's our trajectory: [growth metrics]. Let me also connect you with [similar reference]."

Script 3 - Support Guarantee:
"Concern about support is common. Our SLA: [specific]. Our average response: [time]. Reference from [similar company]: [quote]. Satisfied?"

---

Pattern 5: Roleplay ve Script Geliştirme

5.1 Framework Genel Yapısı

Objection Handling Framework (LAER):
├── Listen
│   ├── Active listening
│   ├── Don't interrupt
│   ├── Take notes
│   └── Acknowledge concern
│
├── Acknowledge
│   ├── Validate their concern
│   ├── Show empathy
│   ├── Don't be defensive
│   └── "I understand why that's important..."
│
├── Explore
│   ├── Ask clarifying questions
│   ├── Find the real objection
│   ├── Dig deeper
│   └── "Can you tell me more about...?"
│
└── Respond
    ├── Address the real concern
    ├── Provide evidence
    ├── Offer alternatives
    └── Confirm resolution

5.2 Complete Objection Script Library

Universal Response Template:
STEP 1 - Acknowledge
"И понимаю, что это важный момент для вас."

STEP 2 - Probe
"Позвольте мне уточнить: когда вы говорите [itiraz], что именно вас беспокоит?"

STEP 3 - Address
"[Specific response based on objection type]"

STEP 4 - Confirm
"Это ответ на ваш вопрос? Есть что-то ещё, что нужно прояснить?"

STEP 5 - Next
"Какой следующий шаг имеет смысл?"

---

Pattern 6: Itiraz Önleme (Proaktif Yaklaşım)

6.1 Pre-emptive Objection Handling

Prevention Strategies:
├── During Discovery
│   ├── Bring up potential concerns early
│   ├── Address objections before they arise
│   ├── Set proper expectations
│   └── Establish value early
│
├── In Proposal
│   ├── Anticipate common objections
│   ├── Include objection responses in proposal
│   ├── Provide comparison data
│   └── Include social proof
│
└── In Presentation
    ├── Acknowledge competitor mentions
    ├── Address pricing questions upfront
    ├── Include case studies relevant to their concerns
    └── Leave time for objections

---

Key Patterns (Özet)

Pattern	Odak	Uygulama
Kategorizasyon	İtiraz türü	Price, timing, trust, need
LAER Framework	Yanıt stratejisi	Listen-Acknowledge-Explore-Respond
Değer Çerçeveleme	Price handling	ROI, cost of inaction
Güven İnşası	Trust concerns	References, security, support
Önleme	Proaktif	Discovery'de ele alma

---

Anti-Patterns

❌ Yasaklı Yaklaşımlar

Response errors:
  - Arguing with customer
  - Taking objections personally
  - Defensive responses
  - Ignoring the concern
  
Process errors:
  - Not listening fully
  - Jumping to solutions
  - Using memorized scripts (no adaptation)
  - Not following up

✅ Doğru Yaklaşımlar

Best practices:
  - Acknowledge first, respond second
  - Ask clarifying questions
  - Find the real objection
  - Provide specific evidence
  
Skills:
  - Empathy and patience
  - Adaptability
  - Objection discovery
  - Value articulation

---

Quick Reference

İtiraz Türü	Sıklık	Yanıt Stratejisi
"Too expensive"	%35	Value framing + ROI
"Not right time"	%25	Urgency + cost of delay
"Need references"	%15	Connect to similar companies
"Have solution"	%15	Differentiation + gaps
"Need approval"	%10	Engage decision maker

Framework	Kullanım	Adımlar
LAER	Tüm itirazlar	Listen-Acknowledge-Explore-Respond
Feel-Felt-Found	Empati	Feel... Felt... Found...
Explain-Paraphrase	Anlama	Explain + Confirm
Shell	Alternatif	If not X, then Y

Metric	İyi	Kötü
Objection resolution rate	>70%	<40%
Second meeting rate after objection	>50%	<20%
Average handling time	<5 min	>10 min

🌍 Universal Language Support

• Turkish Native: This skill natively supports Turkish. If the user prompt is in Turkish, all analysis, formatting, and output MUST be entirely in Turkish. You do not need explicit "write in Turkish" instructions.