# Complete Sales Objection Handler Package

**YOUR PRODUCT/SERVICE:**
Clarity Analytics - AI-powered analytics platform for e-commerce ($500-2,000/month)

**YOUR TYPICAL BUYER:**
Marketing leaders at e-commerce brands ($5M-$100M revenue)

**YOUR KEY VALUE PROPS:**
- AI finds insights humans miss (saves 10+ hours/week)
- Proven ROI (customers find avg $47K in hidden revenue)
- Easy implementation (live in 2 weeks, not 2 months)

**YOUR MAIN COMPETITORS:**
Google Analytics (free), Mixpanel ($500/mo), Triple Whale ($1,200/mo)

---

## UNDERSTANDING OBJECTIONS

### The Truth About Objections:

```
Objections are NOT rejections.
Objections are requests for more information.

"Too expensive" = "Help me understand the value"
"Need to think about it" = "I am not confident enough to decide"
"We are happy with current solution" = "Convince me change is worth the effort"
"Not the right time" = "I do not see the urgency"
```

### The 5 Objection Categories:

| Category | What They Say | What They Mean |
|----------|---------------|----------------|
| **Price** | "Too expensive" | Value not clear |
| **Timing** | "Not right now" | Not urgent enough |
| **Authority** | "Need to check with..." | Fear of making wrong decision |
| **Competitor** | "We use X already" | Switching cost unclear |
| **Trust** | "Need to think about it" | Not enough confidence |

### The Objection Handling Framework:

```
[ACKNOWLEDGE] — Show you heard and understand
[CLARIFY] — Ask questions to find the real issue
[REFRAME] — Shift perspective to value/cost of inaction
[RESOLVE] — Address the specific concern
[ADVANCE] — Move to next step
```

---

## SECTION 1: PRICE OBJECTIONS

### Objection: "It is too expensive"

**What they really mean:** "I do not see enough value to justify this cost."

---

**Response 1: The ROI Reframe**

```
"I totally get that—$1,500/month is a real investment. 

Can I ask: what would it be worth to your business if you could find 
$40-50K in revenue opportunities you are currently missing? 

Because that is what our average customer finds in the first 90 days. 
At that point, the platform basically pays for itself 3x over.

Would it help if I showed you exactly how Bloom Beauty found $47K 
in hidden revenue last quarter?"
```

---

**Response 2: The Cost of Inaction**

```
"Totally fair concern. Let me ask you this though—

How much time does your team currently spend on analytics each week? 
[Wait for answer]

So if that is [X] hours at roughly $50/hour, you are spending 
[$X] per month on analytics work alone—before you even get to the 
insights you are missing.

Most of our customers tell us the time savings alone justify the cost. 
The revenue insights are almost a bonus. Does that change how you are 
thinking about it?"
```

---

**Follow-up Questions:**

```
- "What budget did you have in mind for solving this problem?"
- "Is it the total cost, or the monthly commitment that concerns you?"
- "If price were not a factor, would this be the right solution?"
- "What would make this investment feel like a no-brainer?"
```

---

### Objection: "We do not have budget for this"

**Response 1: The Priority Check**

```
"Totally understand—budgets are tight everywhere right now.

Can I ask: is this a we literally do not have funds situation, 
or more of a this is not where we are prioritizing spend right now?

[If priority]: What would need to be true for analytics to become 
a priority?

[If funds]: Got it. Some of our customers have found budget by 
showing ROI to finance or reallocating from other tools. Would either 
of those approaches work for you?"
```

---

### Objection: "Can you do any better on price?"

**Response 1: The Value Hold**

```
"I appreciate you asking. Honestly, our pricing is pretty firm 
because it reflects the value we deliver—and we want to make sure 
every customer gets the full experience.

What I can do is offer annual discount, extended trial, or extra 
onboarding. Would any of those help?"
```

---

## SECTION 2: TIMING OBJECTIONS

### Objection: "Now is not the right time"

**Response 1: The Cost of Waiting**

```
"I totally understand—timing matters. Can I ask what would 
make it the right time?

[Listen]

Got it. Here is what I am thinking though: every month you wait, 
you are missing insights that could be driving revenue. Based on 
what you told me about your traffic, that is probably $X in 
opportunity cost.

What if we did a quick pilot to prove value before you fully commit?"
```

---

### Objection: "Let us revisit this next quarter"

**Response 1: The Soft Push**

```
"Happy to do that. Just so I can follow up with the right info—
what would need to change between now and next quarter for this 
to make sense?

[Listen]

Got it. So if that condition were addressed, you would be ready 
to move forward? What if we tackled that now so you are set up 
for a strong start next quarter?"
```

---

## SECTION 3: COMPETITOR OBJECTIONS

### Objection: "We already use [Competitor]"

**Response 1: The Gap Question**

```
"Great—[Competitor] is solid for what they are known for.

Out of curiosity, how well is it solving [specific problem your 
product addresses]? Is there anything you wish it did better?

[Listen for gaps]

Got it. That is actually exactly why most of our customers switched. 
[Competitor] is great for [X], but when it comes to [your strength], 
we have built something specifically for that. Want me to show you 
the difference?"
```

---

### Objection: "Competitor X is cheaper"

**Response:**

```
"You are right—[Competitor] is cheaper upfront.

The question is: what is the total cost? Here is what I mean:

[Competitor] requires more manual work, additional tools, or more 
implementation time. When you factor that in, most customers 
find we are actually more cost-effective.

Plus, there is the opportunity cost of missing insights. One customer 
told me they found a $50K problem in week one that [Competitor] 
had missed for months.

Would it help to do a real cost comparison including those factors?"
```

---

## SECTION 4: AUTHORITY OBJECTIONS

### Objection: "I need to run this by my boss/team"

**Response 1: The Champion Builder**

```
"Absolutely—makes total sense to get buy-in.

What do you think their main questions or concerns will be?

[Listen]

Got it. What if I put together a one-pager that addresses those 
specifically? That way you have everything you need to make the 
case. I can also include the ROI projection we discussed.

Would it be helpful if I joined that conversation, or do you 
prefer to present it yourself?"
```

---

## SECTION 5: TRUST/STALL OBJECTIONS

### Objection: "I need to think about it"

**Response 1: The Concern Uncover**

```
"Totally fair—this is an important decision.

Can I ask: what specifically do you need to think about? 
Is it the cost, the fit, the timing, or something else?

[Listen for real concern]

[Address that specific concern]

Does that help, or is there something else on your mind?"
```

---

### Objection: "Send me more information"

**Response:**

```
"Happy to send information. What specifically would be most 
helpful for you to see?

[If vague]: I want to make sure I send the right stuff. Are you 
more interested in pricing, case studies, or technical details?

[Get specific]

Perfect—I will send that over today. When would be a good time 
to reconnect after you have had a chance to review?"
```

---

## OBJECTION HANDLING FORMULAS

### Formula 1: Feel-Felt-Found

```
"I understand how you feel. Other customers felt the same way. 
What they found was [positive outcome]."
```

### Formula 2: Acknowledge-Ask-Address

```
[Acknowledge the concern]
[Ask a clarifying question]
[Address the real issue]
```

### Formula 3: Isolate-Resolve-Advance

```
"Is [objection] the only thing holding you back, or is there 
something else?"
[Isolate to one issue]
[Resolve that issue]
[Ask for next step]
```

---

## COMMON MISTAKES

| Mistake | Fix |
|---------|-----|
| Responding too fast | Pause, acknowledge, then respond |
| Dismissing concerns | Take every objection seriously |
| Over-explaining | Keep responses concise |
| Discounting immediately | Reframe value first |
| Not asking for close | Always advance to next step |

---

## CHECKLIST

### In the Moment:
- [ ] Pause before responding
- [ ] Acknowledge the concern genuinely
- [ ] Ask clarifying question
- [ ] Respond to the REAL objection
- [ ] Check if resolved
- [ ] Advance to next step