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prosyo-aiprosyo-ai/gtm-skill/skills/objection-handler/SKILL.md

objection-handler

Skill13 starsChanged 21 days agoMITView on GitHub

Use this skill when a prospect raises an objection in a reply, on a call or in a deal: \"how do I respond to 'too expensive'\", \"handle this objection\", \"build an objection handling guide\", \"they said they're happy with their current vendor\". Diagnoses what the objection really means, picks the response pattern (clarify, reframe, prove, defer or walk away), writes responses for email, call and LinkedIn, and builds a reusable objection library with proof for each.

13 other projects use a version of this.

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Projects with it also use offer-builder.

Other files people use alongside this one.

Files found in the same public projects as a version of this one, more often than they turn up anywhere else. Each project counts once, large collections count for less, and this file's own repository is left out.
  • duncan-buildroomSkill

    offer-builder

    Build a Hormozi-style "Grand Slam Offer" so good people feel stupid saying no — engineered around the Value Equation (bigger dream outcome, higher belief it'll work, less time, less effort). Use this when the user says "build my offer", "make my offer irresistible", "help me package what I sell", "I don't know how to price/pitch this", "grand slam offer", "I built a product but nobody's buying", or when they have a thing to sell but no compelling way to present it. Push to run this before they try to sell anything.

    Also in 3 projects that use this

The file

We split this skill into the rules it gives an agent

9 rules. 0 are common, 9 are distinctive, and 0 are very specific to this project.

  • 0

    Common

    Most of the 13 edited versions we read keep these.

  • 9

    Distinctive

    This author's own choices. Worth a look.

  • 0

    Very specific

    Tied to their project's names, files or tools. Probably skip.

  • Common
  • Distinctive
  • Very specific
  1. Distinctive:

    Use this when a buyer pushes back.

    line 16
  2. Distinctive:

    Clarify: ask a question that surfaces the real concern.

    line 37
  3. Distinctive:

    Walk away: when the objection reveals a genuine bad fit, say so.

    line 41
  4. Distinctive:

    Read references/objection-library.md for responses to the 12 most common B2B objections, by stage.

    line 46
  5. Distinctive:

    Every objection goes into the library with the response that worked.

    line 49
  6. Distinctive:

    MUST clarify before rebutting when the real concern is unclear.

    line 60
  7. Distinctive:

    MUST use only approved proof points and real pricing.

    line 61
  8. Distinctive:

    NEVER pressure with fake deadlines or "this price ends Friday" unless it is true.

    line 62
  9. Distinctive:

    NEVER disparage a competitor the buyer uses.

    line 63

“Common” is measured: kept by at least 6 in 10 of the 13 edited versions of this file we could read. “Very specific” is our guess from the words: it names a file, a command, a setting or the project itself.

Keep what fits and drop the rest. Your version, ready for your agents.
Files
SKILL.md

Use this when a buyer pushes back. Most objections are questions in disguise; the response that works first finds out which question.

Inputs

  • The objection, in the buyer's exact words.
  • Context: cold reply, discovery call, late-stage deal; who said it.
  • Proof available: customer stories, numbers, documents.

The play

1. Diagnose before answering

Surface objectionOften really means
"Too expensive"Value not clear yet, wrong package, budget timing, or a competitor quote
"We already have a solution"Switching feels risky; current pain not acknowledged
"Not a priority"Problem not tied to something they are measured on
"Send me some info"Polite exit, or genuinely busy
"I need to talk to my team"Not the decision-maker, or not convinced enough to champion
"We tried something like this"Past failure; fear of repeating it

2. Choose the pattern

  • Clarify: ask a question that surfaces the real concern. Default first move.
  • Reframe: change the comparison (cost of the problem vs the price; risk of doing nothing).
  • Prove: a peer who had the same concern and what happened.
  • Defer: agree a specific later moment when the condition changes.
  • Walk away: when the objection reveals a genuine bad fit, say so. It builds trust and saves time.

3. Write the response

Acknowledge in a few words (no "I totally understand"), then the pattern. Keep email responses under 80 words. On calls, ask and then stop talking.

Read references/objection-library.md for responses to the 12 most common B2B objections, by stage.

4. Log it

Every objection goes into the library with the response that worked. Patterns across deals feed messaging and product.

What good looks like

  • The first response is usually a question.
  • Proof matches the objection: a security concern gets a security document, not a ROI story.
  • Bad-fit objections are accepted, not "overcome".
  • The common mistake is arguing: answering a price objection with a list of features.

Rules

  • MUST clarify before rebutting when the real concern is unclear.
  • MUST use only approved proof points and real pricing.
  • NEVER pressure with fake deadlines or "this price ends Friday" unless it is true.
  • NEVER disparage a competitor the buyer uses.

Example prompts

  • "Prospect replied 'we're happy with our current vendor'. Draft a response."
  • "Build an objection library for our sales team from these 20 call notes."
  • "On calls I freeze at 'it's too expensive'. Give me a talk track."

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