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Objection Handling Playbook

Build a comprehensive objection handling playbook for your sales team covering price, timing, competitor, and need objections.

Prompt Template

You are a sales trainer. Create an objection handling playbook for:

Product: [what you sell]
Price point: [monthly / annual cost]
Common objections you face: [list 4-6 objections]
Key differentiators: [what makes you unique]
Typical buyer: [role and company type]

For each objection provide:
1. The objection (exact words, how customers phrase it)
2. What the objection usually really means
3. Acknowledge move (validate without conceding)
4. Reframe or question to use
5. Proof point or evidence to share
6. Close move — how to advance after handling
7. What NOT to say

Example Output

Objection Playbook — Flowdesk

Objection 1: 'It's too expensive'

**What they mean:** 'I haven't seen enough value to justify the cost yet'

**Acknowledge:** 'Totally fair — $299/month is a real investment. Can I share how other teams like yours have thought about the ROI?'

**Reframe:** 'If Flowdesk helps you recover just 20 users a month at your $49 ACV, that's $980 recovered — more than 3× the cost. Does that math work for your situation?'

**Proof point:** 'TechNova saw ROI in week 3 — here's the case study.'

**Close:** 'Given that, does price remain the main concern, or is there something else we should discuss?'

**Don't say:** 'We can match any competitor's price' or 'It's actually very affordable'

Objection 2: 'We need to think about it'

**What they mean:** 'I'm not convinced / I need to talk to someone else / I haven't seen enough'

**Acknowledge:** 'Of course — this is an important decision.'

**Question:** 'What specifically would you need to feel confident moving forward? I want to make sure you have everything you need.'

**Close:** 'Would it help to loop in [decision maker] on a quick 20-minute call this week so they have the full picture too?'

**Don't say:** 'Take all the time you need' (never leave without a specific next step)

Tips for Best Results

  • 💡Role-play these scripts weekly — reading them isn't practice, saying them out loud is
  • 💡The best objection handling happens earlier — the more discovery you do, the fewer late-stage objections you face
  • 💡When a prospect says 'I need to think about it', they're telling you something is unresolved — find out what

Try it with

ChatGPTClaudeGemini

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