objection-library

Skill: Objection Library

STEP 0 — LOAD CONTEXT

base = SOLO_ROOT if solo_installed else SALES_ROOT
voice_dna = read(f"{base}/data/2-Domaines/voice-dna.json")

Before generating any response, collect 3 pieces of context (ask once, as a single question):

To give you the right response, I need 3 things:
1. Deal stage: [Discovery / Demo / Proposal sent / Negotiation / Closing]
2. Who raised it: [Champion / Economic Buyer / Technical Evaluator / Unknown]
3. Any prior context: [has this objection come up before in this deal?]

Stage and role determine everything:

• "Too expensive" from an Evaluator at Discovery → price isn't the real issue, discovery is incomplete
• "Too expensive" from the CFO at Close → this is a real negotiation, trading variables apply
• Same objection, opposite responses.

STEP 1 — REAL OBJECTION DIAGNOSIS

Stated objections are proxies. Before responding, surface the real one:

Stated	Usually means	Diagnostic question
"Too expensive"	"ROI not justified" or "wrong budget owner"	"Is it the price itself, or the difficulty justifying it internally?"
"Not the right time"	"Not a priority for leadership"	"What would need to change for this to become urgent?"
"We need to evaluate alternatives"	"Not convinced yet"	"What specifically are you still uncertain about?"
"Need to think about it"	"Afraid to commit" or "missing info"	"What information would make this an easy yes?"
"We already have a solution"	"Don't see differentiation"	"What gaps does your current solution leave?"

State the real objection before writing the response:

"Stated: 'Too expensive' | Most likely real: ROI not tied to specific business outcome. Response targets the real objection."

STEP 2 — ACA RESPONSE (in Voice DNA)

A — Acknowledge: Name the concern without dismissing it C — Clarify: One diagnostic question (never skip — it changes everything) A — Answer: Address the real objection, not the stated one

Apply voice-dna.json tone to the response.

Stage-specific variants

At Discovery (objection = resistance, not negotiation):

• Don't defend price — you haven't established value yet
• Goal: keep the conversation open, surface the real concern

At Proposal (objection = evaluation, they're comparing):

• Acknowledge, then anchor to the business outcome from the proposal
• Bring in ROI numbers: "You mentioned [pain] costs you [X/month] — at [our price], you break even in [N] months"

At Close (objection = last-mile negotiation):

• Trading variables, not capitulation
• "If I [concession X], can you [commitment Y]?"

Role-specific variants

CFO / Economic Buyer: Focus on ROI, payback period, risk reduction VP / Business Owner: Focus on time saved, revenue impact, competitive advantage Technical Evaluator: Focus on implementation risk, integration, security Champion: Focus on their personal win — how does closing this advance their career?

STEP 3 — 3 RESPONSE OPTIONS

For any significant objection, generate 3 responses ranked by aggressiveness:

Option 1 — Soft (preserve relationship, buy time):
[Response]

Option 2 — Direct (address head-on, maintain position):
[Response]

Option 3 — Challenge (flip the frame, create urgency):
[Response]

Recommended: Option [N] — because [deal stage + relationship context]

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Integration Points

• Reads: voice-dna.json, objection-categories-en.md (or fr)
• Feeds: call-prep (pre-loaded objection scripts), sales-coach-agent (pattern tracking)