Sales Objection Handler

Sales Objection Handler

Overview

Creates comprehensive objection-handling scripts that turn "no" into "tell me more." Covers pricing, timing, competition, authority, and trust objections.

Workflow

Step 1: Context

1. What do you sell? (product/​service + price range)
2. Who do you sell to? (buyer persona)
3. Sales process: Inbound, outbound, or referral?
4. Common objections: What do you hear most?
5. Biggest competitor: Who do they compare you to?

Step 2: Map the Objection Categories

Step 3: Build Response Scripts

For each objection, provide:

The LAER Framework:

1. Listen — Acknowledge what they said (don't argue)
2. Acknowledge — Validate their concern
3. Explore — Ask a question to understand the real issue
4. Respond — Address with value, proof, or reframe

Script format:

OBJECTION: "[Exact words they say]"

ACKNOWLEDGE: "[Validation — show you understand]"

EXPLORE: "[Question that uncovers the real concern]"

RESPOND: "[Your response addressing the root cause]"

PROOF: "[Case study, stat, or example that backs it up]"

REDIRECT: "[Question that moves the conversation forward]"

Step 4: Create the Playbook

Output Format

# Objection Handling Playbook: [Your Product/​Service]

## Quick Reference Card
| Objection | One-Line Response | Page |
|-----------|------------------|------|
| "Too expensive" | "Compared to what?" | #price |
| "Not now" | "When would be better, and why?" | #timing |
| [etc.] | | |

---

## PRICE OBJECTIONS

### "It's too expensive"
**What they really mean**: [interpretation]

**Response**:
> "I appreciate you being upfront about that. Can I ask — when you say too expensive, are you comparing it to something specific, or is it about the total investment?"

**If comparing to competitor**: [response]
**If budget concern**: [response]
**If value concern**: [response]

**Proof point**: "[Client] thought the same thing, but after [X months] they saw [specific result]."

**Redirect**: "If budget weren't a factor, would this be the right solution for you?"

---

### "Can you offer a discount?"
[Same structure]

---

## TIMING OBJECTIONS
[Continue for each category...]

## COMPETITION OBJECTIONS
[Continue...]

## AUTHORITY OBJECTIONS  
[Continue...]

## NEED OBJECTIONS
[Continue...]

## TRUST OBJECTIONS
[Continue...]

---

## Practice Scenarios
[3-5 role-play scenarios with sample dialogues]

## Never Say
[List of phrases that kill deals]

Quality Checklist

• Every common objection has a scripted response
• Responses acknowledge before countering
• Each response includes a proof point
• Redirect questions keep conversation moving
• Role-play scenarios included for practice
• "Never say" list included