The Objection Handling Worksheet

Oh! Well, I know I caught you cold here. Do you mind if I briefly explain a little about what we do, and you can let me know if it's worth a longer conversation?

Absolutely, happy to. Can you confirm the email? Look, I've found that sending an email usually results in more questions than answers. Do you mind if I explain what we do, and you can let me know if it's worth additional follow-up?

I hear that. Can I level with you for a moment? (pause) If I may explain briefly what we do, you can let me know if it's worth a longer conversation, either now or in the future.

I understand, and I don't need you to be the decision maker. The reality is multiple stakeholders will be involved, and I think you're a great person to start with. Can we get your eyes on this, to see if it's something you'd personally get excited about?

Oh, that's great. What tools are you implementing? When do you think is a good time to follow up?

Ah, yes, how's it going overall, from your perspective? Would you mind if I very briefly explain how we're different, and you can tell me if you're interested in continuing the conversation?

We use common data products like ZoomInfo, Lusha, and similar tools. I'm not sure exactly where your number is from, but it's important we connect with key people like yourself. How familiar are you with [company name]?

Hey, I know I caught you cold here. Do you mind if I level with you really quickly, explain what we do, and you can let me know if it's worth a longer conversation?

I understand, budgets are constant moving targets. This is really about figuring out if there's a potential fit, and whether we can create a positive outcome for you. May I briefly explain what we do, and you can let me know if it's worth a longer conversation?

I understand, and I also realize I caught you cold here. Figured you wouldn't have budget right now, but hoped to share how we're helping [similar persona] achieve [positive business outcome], so that when you're ready, you know what's out there.

I realize I caught you cold here, and figured sending an email would result in more questions than answers, so I thought I'd cut to the chase and ask: how are you avoiding [negative consequence]?

Actually, that's why I called. Most folks aren't actively looking for a solution, but I guessed at some point you might want to learn how [similar personas] are achieving [positive business outcome].

Actually, that's why I called. I've researched your company, and it's a little unclear who to talk to about [positive business outcome]. Figured you'd benefit from this, any recommendation on who to reach out to?