Sales Objection Handling Playbook

Why this prompt works

Dual-framework responses (Feel-Felt-Found and Isolate-and-Overcome) for each objection is what makes this useful when the first frame doesn't land. Most objection-handling resources give one response per objection; in real calls, reps need a second option when the first feels canned. The 'what the prospect really means' line under each objection is the part that elevates this from script to coaching: a rep who understands the underlying concern can adapt phrasing in real time. The 'never argue with the objection. Always acknowledge first' constraint is the discipline that distinguishes good objection handling from defensive selling.

When to reach for it

• You're onboarding new SDRs or AEs and need a reference card they can review before tough calls.
• You're a sales leader running a coaching cadence and want consistent language across the team.
• You're a founder selling solo and noticing the same objections repeatedly, and you want responses you can actually deliver naturally.

How to customise it

The price point and target buyer fields drive the substance of responses. 'Too expensive' as an objection has different counters at £100/month versus £100K/year. Be specific. The product/service field lets the model anchor responses in actual value claims; the more concrete the input, the more believable the responses. For competitor mentions, replace the placeholder '[competitor]' with your actual main competitor; this lets the model produce responses that don't praise the competitor accidentally.

What good output looks like

Ten objection blocks. Each block has the objection text, a 'what they really mean' interpretation, a Feel-Felt-Found response, an alternative Isolate-and-Overcome response, and a follow-up question to redirect. The follow-up questions are the secret weapon; they convert defensive moments into discovery moments. Total length 2,000 to 3,000 words. The responses use natural language rather than scripted phrasing.

Watch out for

Feel-Felt-Found can sound formulaic if delivered word-for-word ('I understand how you feel. Other customers felt the same way, but they found...'). Use it as a structural map, not a script. The 'pricing is too expensive' objection responses tend to drift into ROI calculations; if your sale is too short to justify deep ROI math, ask the model to favour value-anchoring responses ('what's the cost of staying where you are for another quarter?') over calculation responses.