Cheat Sheet
Eight objections you hear every week. Word-for-word responses. Built on Jeb Blount's LDA framework. Print it, keep it next to your phone.
Before you use any script, understand the pattern. Every objection response follows the same three-step structure, from Jeb Blount's Objections.
Step 1
Acknowledge the objection without agreeing with it. Never argue. "I hear that a lot" or "Fair point" works. You're calming the emotional brain before the logical one will listen.
Step 2
Break the pattern. Offer a reframe, a question, or a piece of data that makes them stop and think. You're earning another 30 seconds of attention.
Step 3
Go back to the original ask. Meeting, call, next step. If you don't re-ask, you've just had a conversation.
Prospect says
You say
Happy to — I'll send a one-pager after we talk so I know what to send. 15 minutes Tuesday or Thursday?
Why: Translates: 'I want to get off the phone.' Don't send generic material. Earn the right to send relevant material.
Prospect says
You say
Most people aren't, because they've been pitched a dozen of these. The reason I called specifically is {{specific_reason}}. Open to 15 minutes on that one thing?
Why: The 'not interested' reflex isn't a real no. It's a defensive swat. The specific reason earns the re-engagement.
Prospect says
You say
Most of our best clients did when we first talked. The reason we get a shot is that we tend to do {{specific_thing}} better than the usual setup. Worth 15 minutes to see if that's worth swapping one out?
Why: Don't bash the incumbent. Position yourself as a specialist in one thing the incumbent doesn't do.
Prospect says
You say
Absolutely. Pricing varies a lot based on scope, so a 15-minute call lets me send you real numbers instead of a range. When's good?
Why: Premature pricing kills deals. If you send a number before you understand their problem, you've lost the ability to anchor.
Prospect says
You say
I'll do that. Two things though — most teams I hear that from end up with the same problem three months later. And second, 15 minutes now doesn't commit you to anything. Worth it to see if I should even call back?
Why: Future-timing is often a soft reject. Test it gently. If it's real, it'll survive the re-ask.
Prospect says
You say
Understood. If I could show you a way to cut the cost of what you're already doing by roughly 40 percent, is that a conversation worth 15 minutes?
Why: Budget objections aren't usually about budget. They're about priority. Reframe to ROI and the conversation opens back up.
Prospect says
You say
That's exactly why I'm calling. The teams we work with are all busy, and the whole point is we take work off their plate. 15 minutes to see if that applies?
Why: Busy = important. Match their energy. Don't get apologetic.
Prospect says
You say
Makes sense. To make that easier, can we spend 15 minutes first so you have real answers to take to the team, not my brochure? Then you'd be the hero who actually ran the numbers.
Why: Put them in a position of expertise. Don't hand over to someone else; arm your champion.
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