Objection Handling Vault

I hear that a lot. When you say expensive — compared to doing nothing, or compared to another option you're looking at?

Totally fair. Quick question — is it that there's no budget at all, or that this isn't a priority yet? Because the cost of waiting another quarter is usually 3–4x the investment.

They are — and we lose deals on price every week. The clients who pick us do it because of {specific outcome}. Want me to show you the 2-minute math on why?

I can look at the numbers — but I'd need to know what you'd be willing to flex on. If we did {term/scope change}, I could probably get you to {price}. Fair?

Smart — let's build it right now. What's the cost to your business every month this problem goes unsolved? Multiply by 12 and we'll see if the math even works.

You probably can. Most teams that try it spend 6–9 months and a senior engineer's salary before they're where we are on day one. Is that timeline okay?

Happy to — but price without context is meaningless. Got 4 minutes for me to ask 3 questions so the number I send is actually relevant?

Got it — what were you expecting? That tells me whether we're in the same ballpark or whether I need to show you a different package.

Understood. Quick check — if we wait 90 days, you also lose 90 days of {benefit}. Is the saved budget worth more than the missed return?

Then let's build the business case together. What 3 things does your boss care most about? I'll frame the proposal in their language so it's a yes the first time.

Totally fair. Usually when someone says that it's one of three things — price, timing, or trust. Which one is it for you?

Of course. Out of curiosity — if you woke up tomorrow 100% sure, what would have changed overnight? Let's just talk about that now.

Happy to. So I'm not chasing you — Tuesday at 10 or Thursday at 2? And what specifically will be different next week?

Smart — what are the 3 things you're trying to figure out? I've probably answered them 100 times this month and can save you the Google rabbit hole.

Totally get it — when is? And more importantly, what needs to be true on your end for the timing to be right?

Smart move. Mind if I jump on that call? I can answer the technical questions in real time instead of you playing telephone.

Makes sense. When that project wraps, what's the next priority? If it's adjacent to this, we should at least map it out now so you're not scrambling.

I appreciate that — but in my experience, 'I'll get back to you' usually means 'no, but I don't want to say it.' Is that what's really going on? Honestly is fine.

Good idea. What are the top 2 concerns they typically raise? Let me give you the answers now so you're not bounced back and forth.

No problem. What needs to happen in those few days for you to be ready to move? Let's just walk through it now so we're not guessing.

Happy to — but our info is pretty generic. Got 4 minutes for me to ask 2 questions so I send something actually useful?

Sure — what's the one question that, if I answered it in the email, would actually make you want to take a call?

Most of our best clients did when we met. I'm not asking you to switch — I'm asking you to know us so when something breaks, you have options. 15 minutes?

Fair. What WOULD have to happen for it to become a priority? Because we can wait for that moment or we can talk now to make sure you're ready when it does.

Got it — neither do I. 90 seconds: I tell you why I called, you tell me 'pass' or 'tell me more.' Cool?

Totally get it — most aren't until they realize {pain} is costing them {specific number}. If I'm wrong I'll hang up. 30 seconds?

Absolutely, doing that now. Before I do — is it the topic, the timing, or me? Helps me not waste anyone else's time.

Done — putting it on the calendar. What will be different in 6 months that isn't true today? If nothing, maybe we should talk now.

Perfect — that's the best time to talk. Most people who 'just look' end up buying the wrong thing because they didn't know what to ask. Want a 5-minute cheat sheet?

Honestly? Because we help companies like yours with {specific outcome} and I figured you'd want to know it existed. Worth 60 seconds or no?

Smart. What time tonight is best for a 10-min 3-way so I can answer their questions directly instead of you having to repeat it?

Of course. What are the top 3 things your boss will ask? Let me give you bulletproof answers — or better, let's get them on a 15-min call.

Makes sense. I've put together a 1-pager for boards before — want me to draft it with you so it lands on the first read?

Got it — appreciate the honesty. Who is, and what's the best way to get the three of us on a quick call together?

Smart. We've onboarded hundreds of IT teams — want me to send you the technical brief AND offer a 15-min call with our solutions engineer so it's one conversation?

Of course. When are you two usually in the same room? I'll work around it — even a 15-min Zoom while you're both there saves a week of back-and-forth.

Standard. We've been through legal review with 200+ teams — I can send you our MSA with the clauses they usually flag already addressed. Saves you 2 weeks.

Cool — let's run procurement and the business case in parallel. Who in procurement should I loop in while we keep moving on your end?

Totally — let's design a 2-week pilot with 3 of your people. Clear success metrics, no commitment if it doesn't hit them. Fair?

Understood. What does corporate typically need to see — security review, data-residency, references in your vertical? I can have all three on your desk by Friday.

Totally get it — most people aren't until they see {specific outcome}. If I'm 30 seconds wrong I'll hang up. Fair?

That's great. Out of curiosity, what does 'all set' look like for you right now? I ask because most companies say that and discover one gap that changes the math.

I'll be fast — 20 seconds: I tell you why I called, you say 'continue' or 'go away.' Clock starts now.

{Your name} from {company} — we help {target persona} with {one-line outcome}. I called you specifically because of {reason}. Bad time?

It is — I'll be honest about that. The question is whether it's a useful one. 30 seconds to find out?

Frustrating — what specifically went wrong? Because 9 times out of 10 it's one of 3 things, and we've solved all of them.

Fair — last question and I'll let you go: if {pain} got 10x worse next quarter, who would you call? Just want to be on the list.

Done — taking you off now. Quick question, no pitch: was it bad timing, wrong person, or wrong topic? Helps me not bother the wrong people.

Totally fair to ask — {source, e.g. LinkedIn, public registry}. I reached out specifically because {reason}. Worth 60 seconds to see if it's relevant?

Respect that — I'll keep it warm then: I called because {specific trigger about their company}. If that's not relevant I'll hang up. Want me to keep going?