38 lines
1.6 KiB
Markdown
38 lines
1.6 KiB
Markdown
---
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name: objection-handling
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description: Use when preparing responses to prospect objections during outbound, discovery, or follow-up conversations.
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---
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# Objection Handling Skill
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## When to Use
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- Prospects push back on timing, budget, priority, or vendor choice.
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- SDRs/AEs need concise, value-first rebuttals for email, phone, or social.
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- Enablement teams are building battlecards and talk tracks.
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## Framework
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1. **LACE** – Listen, Acknowledge, Clarify, Educate for every objection.
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2. **Diagnosis** – identify category (budget, timing, competition, info) and root cause.
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3. **Response Construction** – combine empathy statement + proof + CTA for next step.
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4. **Channel Adaptation** – adapt scripts for email, call, social with same backbone.
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5. **Feedback Loop** – log outcomes in objection tracker to refine messaging.
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## Templates
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- Common objection table with diagnosis + recommended responses.
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- Email snippet:
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```
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Hi {name}, totally hear you on {objection}. Many {persona}s said the same until they saw {proof point}.
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How about we {next step} so you can evaluate without interrupting your week?
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```
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- Call script snippets (“If {metric} improved by 15%, would it merit a closer look?”).
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- Battlecard snippets and micro case studies linked per objection.
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## Tips
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- Mirror the exact language the prospect used before responding.
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- Ask one clarifying question before presenting proof—often the real objection surfaces.
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- Tailor proof to persona (finance → ROI, ops → efficiency, IT → security).
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- Track objection frequency weekly to inform marketing content and enablement.
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---
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