Objection Handling

Objection Handling Skill

When to Use

• Prospects push back on timing, budget, priority, or vendor choice.
• SDRs/AEs need concise, value-first rebuttals for email, phone, or social.
• Enablement teams are building battlecards and talk tracks.

Framework

1. LACE – Listen, Acknowledge, Clarify, Educate for every objection.
2. Diagnosis – identify category (budget, timing, competition, info) and root cause.
3. Response Construction – combine empathy statement + proof + CTA for next step.
4. Channel Adaptation – adapt scripts for email, call, social with same backbone.
5. Feedback Loop – log outcomes in objection tracker to refine messaging.

Templates

• Common objection table with diagnosis + recommended responses.