objection-handlinglisted

# Objection Handling ## Purpose Turn a buyer's objection into a response that lowers the temperature, surfaces the real concern, and reframes the conversation around their stated problem — backed by what they actually told you on the calls. ## Inputs - The exact objection (their words, not your paraphrase) - Who said it and their role (champion, economic buyer, blocker) - The deal's stage, the value drivers that have landed, and competitors in play ## Method ### The core technique: Acknowledge → Clarify → Reframe → Evidence Run every objection through these four beats in order. Skipping straight to a rebuttal is what makes reps sound defensive. 1. **Acknowledge** — name the concern as legitimate before answering. Lowers defensiveness and buys you the right to ask a question. *"That's fair — price has to map to the return, especially this quarter."* 2. **Clarify** — ask one question to find the concern *under* the objection. Most objections are proxies. "Too expensive" can mean no budget, no perceived value, or a competitor is cheaper — these need different responses. *"When you say expensive, is it the number itself, or that the ROI isn't clear yet?"* 3. **Reframe** — move from their frame (cost / risk / effort) to the frame that helps you (outcome / cost of inaction / their own stated pain). *"Let's put the price next to the £X the slipped deals are costing you each quarter."* 4. **Evidence** — close with proof, not assertion: a number they gave you