| 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
- Single account: "Log the objection from my last call with [company]"
→ Read the most recent
discovery/ file for that account only
- 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
STEP 2 — Parse and Classify
For each objection row extracted:
- Confirm or correct the Type classification
- Note the Stage (what deal stage was this objection raised at?)
- Note the Response Used and Outcome
- 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]" |
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 | | | | | |
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.
Quality Gates
