Stage: Outreach

Objection Handler

Use this skill to build a structured objection library tailored to your ICP and product. Each entry surfaces the real concern behind the objection and gives reps a response framework — not a script, but a way to think through it.

No CLI or special tools required.

Input

Ask the user for:

• ICP and product context — who you sell to and what you sell (or pull from extract-icp if available)
• Known objections (optional) — objections the team already hears; if provided, start there
• Focus area (optional) — "budget objections", "timing objections", "we're already using X"

If no specific objections are provided, generate a set from first principles based on the ICP.

Step 1 — Identify the objection set

Common objection categories for B2B sales:

Budget and cost

• "It's too expensive" / "We don't have budget right now"
• "We need to see ROI before we can commit"
• "We're in a budget freeze"

Timing

• "Not a priority right now" / "Come back in Q3"
• "We're in the middle of [initiative] — bad timing"
• "Let's revisit after [event]"

Competitive / status quo

• "We're already using [competitor]"
• "We built something internally"
• "We do this with spreadsheets / manually and it works fine"

Trust and risk

• "We've never heard of you" / "You're too small / new"
• "We had a bad experience with a similar tool"
• "What happens to our data?"

Internal process

• "I need to get buy-in from [stakeholder]"
• "I'm not the decision maker"
• "IT / Legal / Security needs to review this first"

Product fit

• "We're too small / too big for this"
• "It doesn't integrate with [tool we use]"
• "We don't need all of this — it's overkill"

Ask the user which categories to prioritise, or cover all if no preference given.

Step 2 — Build the objection library

For each objection, produce an entry in this format:

OBJECTION — "[Exact words the prospect uses]"

REAL CONCERN
  [What this objection usually means underneath — what fear or constraint is driving it?]
  [Is it a real objection or a brush-off? How to tell the difference.]

RESPONSE FRAMEWORK
  1. Acknowledge — [how to validate the concern without agreeing it's a dealbreaker]
  2. Clarify — [question to ask that gets to the real concern underneath]
  3. Reframe — [how to shift the frame without being defensive]
  4. Evidence — [what proof point, story, or data point is most relevant here]
  5. Next step — [what to ask for at the end of the response]

EXAMPLE RESPONSE
  "[A natural-sounding response that follows the framework — not a script, a model]"

SIGNALS THAT IT'S A REAL OBJECTION VS A BRUSH-OFF
  Real: [what the prospect says or does that means this is a genuine blocker]
  Brush-off: [what signals this isn't the real issue]

WHAT NOT TO SAY
  - [Response that commonly backfires with this persona]
  - [Trap that reps often fall into]

Step 3 — Signal-informed variants (optional)

If signal data is available (from Saber or any source), add variants for specific contexts:

SIGNAL-INFORMED VARIANT — "[Objection]"

IF prospect recently raised funding:
  → [How the response changes — funding reframes the budget conversation]

IF prospect hired a new [title] in the last 6 months:
  → [How the response changes — new leadership = open evaluation window]

IF prospect is actively hiring in [relevant role]:
  → [How the response changes — growth signals urgency]

Step 4 — Output the full library

Present the objection library as a structured, shareable reference. Offer to:

• Format it as a Notion table or Google Doc outline
• Export as markdown the team can add to their sales playbook
• Prioritise the top 5 objections for a quick-reference card

Step 5 — Suggest next steps

• Add the most common objections to build-sequence — proactively address them in later touchpoints
• Use the "real concern" framing in write-outreach to acknowledge pain without sounding salesy
• Combine with competitive-intel battle cards for objections involving competitors
• Re-run this skill when entering a new segment or after a batch of lost deals