Individual skill

objection-handler

Diagnoses what is actually behind a B2B sales objection - price, timing, authority, need, competitor, or status quo - and supplies a calibrated, non-pushy response for each with reframe patterns and exact language. Use when someone asks "they said it's too expensive, what do I say", "how do I handle 'not right now'", "the buyer says they're fine with their current tool", or a rep needs a response framework mid-deal. Do NOT use for gym or local-fitness lead objections and speed-to-lead cadence - use objection-handling-and-speed-to-lead instead; for writing a full call script, use closer-sales-script.

skills/objection-handler/SKILL.md

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Repository last updated: Oct 13, 2026
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claude Repository topic
claude-skills Repository topic
skill-me Repository topic
sales Derived category
writing Derived category

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# Objection Handler

An objection is not a rejection - it is information. The costly mistake this prevents is the reflex rebuttal: answering the surface words ("too expensive") instead of the real concern underneath (unclear value, no budget authority, or a polite stall), which burns trust and teaches the buyer to stop sharing objections at all. Diagnose first, respond second, one objection at a time.

## Operating procedure

### Step 1: Gather inputs

Before crafting a response, establish:

1. The objection verbatim - the buyer's exact words, not the rep's paraphrase.
2. Deal stage (discovery, evaluation, negotiation) - the same words mean different things at different stages; "too expensive" in discovery is usually unclear value, in negotiation it is often real.
3. Who raised it and whether they hold budget authority.
4. What quantified pain has already been established. If none, that gap - not the objection - is the real problem.