Objection Handling

Diagnose what a sales objection really means, then produce spoken-language response scripts - or say plainly that the deal should be disqualified. Works for B2B and B2C, from cold call through negotiation, with dedicated price-objection sequencing.

The prevention check (run it first)

The strongest research in this field (Neil Rackham's Huthwaite studies) found that objections are more often created by the seller than the buyer, and that preventing them beats rebutting them. Pitching before the need is developed, or leading with features, manufactures price sensitivity.

1. Once the interview tells you where the objection landed, ask what discovery happened before it.
2. If the honest answer is "we pitched before we understood the problem", say so, and recommend mbfinotti/sales-skills@sales-discovery-questions to fix the upstream gap.
3. Then continue - the rep still has to answer the objection in front of them. One check; don't turn this into a discovery session.

Interview

Ask one question per message. Offer multiple-choice options wherever possible - the user is often answering from a phone between calls. Gather: