objection-handler

# Objection Handler

## Overview

This skill encodes the response frameworks, proof points, and reframing techniques that turn objections into opportunities.

## The LAER Model

```
L - LISTEN     → Fully understand (don't interrupt)
A - ACKNOWLEDGE → Validate their concern
E - EXPLORE    → Ask questions for root cause
R - RESPOND    → Address with evidence and reframe
```

## Response Formulas

**Feel-Felt-Found:** "I understand how you feel. Other [customers] felt the same way. What they found was [outcome]."

**Isolate and Address:** "If we could solve [objection], would you be ready to move forward?"

**Third-Party Proof:** "[Customer] had the same concern. Here's what happened: [outcome]."

## Objection Categories

### Price Objections
| Objection | Response Strategy |
|-----------|------------------|
| "Too expensive" | Compare TCO, quantify value, offer ROI proof |
| "No budget" | Explore timing vs priority, creative funding |
| "Cheaper elsewhere" | TCO comparison, hidden cost exposure |

### Timing Objections
| Objection | Response Strategy |
|-----------|------------------|
| "Not ready now" | Explore blockers, cost of waiting |
| "Call next quarter" | What changes? Set up for then |
| "Just implemented X" | Complement not replace positioning |

### Authority Objections
| Objection | Response Strategy |
|-----------|------------------|
| "Need to talk to boss" | Arm them with materials, offer to join |
| "Committee decides" | Map stakeholders, tailor messaging |

### Competitor Objections
| Objection | Response Strategy |
|-----------|------------------|
| "Using competitor" | Explore satisfaction, find gaps |
| "They have more features" | Features vs needs, complexity cost |

### Status Quo Objections
| Objection | Response Strategy |
|-----------|------------------|
| "Fine with current way" | Cost of status quo, what's possible |
| "We'll build it ourselves" | Build vs buy economics |

## Objection Prevention

Set expectations early:
- "We compete on value, not price"
- "Implementation takes X weeks—realistic?"
- "Who else needs to be involved?"

## Resources

### references/
- **competitor-responses.md** — Competitor-specific objection handling

### assets/
- **objection-flashcards.pdf** — Practice cards