Objection Handler

Overview

Objections are requests for reassurance, rarely rejections. Prepare structured responses per objection family, grounded in real proof.

Response framework (AER)

Acknowledge (never argue) → Explore ("qu'est-ce qui vous fait dire ça ?") → Respond with proof → confirm.

Objection families

Family	Real question	Response assets
Price ("trop cher")	"quelle valeur pour ce prix ?"	ROI calc, cost-of-inaction, options (pricing-assistant)
Security/data	"puis-je vous faire confiance ?"	architecture note, hosting location, compliance, références
Integration	"ça va casser mon existant ?"	integration map, phased plan, pilot offer
Competition ("X fait pareil")	"pourquoi vous ?"	battlecard: honest diff, where we win, where they win
Status quo ("on gère en interne")	"le changement vaut-il l'effort ?"	cost of current state chiffré, migration path
Timing ("plus tard")	"pas prioritaire"	trigger tie-back, cost of delay, low-commitment first step

Battlecards

Per competitor, kept in sales/battlecards/<name>.md (fed by competitor-intelligence): their pitch, real strengths, weaknesses (from reviews), landmine questions to plant, our winning story.

Workflow

1. Collect objections actually heard (discovery-call-assistant notes) - build the playbook from reality.
2. Draft AER responses with the user; attach proof per response.
3. Before key meetings: brief with the 3 most likely objections + responses.
4. After losses: log which objection killed it → strengthen that response or the product story.

Rules

• Honesty wins: concede real limitations and reframe - bullshit detected = deal dead.
• Price objections are never answered with an instant discount.