Objection Handling

Instructions

Address objections to advance the sale without discounting credibility or price.

Universal framework — LAER:

1. Listen — let them finish; don’t interrupt; note the exact objection
2. Acknowledge — validate the concern without agreeing it’s a dealbreaker (“That’s a fair question…”)
3. Explore — ask a clarifying question to understand the real concern behind the surface objection
4. Respond — address the real concern with evidence, reframing, or a question

Common objections and responses:

“It’s too expensive”

• Explore: “Compared to what?” or “Is it the total investment or the monthly commitment?”
• Respond: Reframe to ROI/payback period; compare to cost of not solving the problem; consider phased approach

“We’re happy with our current solution”

• Explore: “What would have to be true for you to consider switching?”
• Respond: Surface a gap they haven’t quantified; offer a low-risk pilot

“We don’t have budget right now”

• Explore: “Is that a timing issue or a priority issue?” — these require different responses
• Respond: Timing → ask about next budget cycle; Priority → ROI conversation to justify budget reallocation

“We need to think about it”

• Explore: “Of course — what information would help you move forward?”
• Respond: Identify the real concern; offer to address it directly

Outputs: Objection-response scripts for top 5 objections, LAER conversation guide, discovery questions to surface real concerns