OBJECTIONS.md

# Objections — <company>

Built from real replies. Add an entry the first time an objection appears twice.

## Format

Each entry: what they said (verbatim where possible), what it usually means, what works, what does not, and whether it is worth continuing.

---

## "Send me some information"

**Usually means:** a polite exit. Occasionally genuine when they name what information they want.

**Works:** ask what specifically would be useful, and why. If they answer with specifics, it is real. If they do not reply, it was an exit and you have lost nothing.

**Does not work:** sending a deck. It completes the exit and you never hear back.

**Continue?** Only if they answer the clarifying question.

---

## "We already use <competitor>"

**Usually means:** a real incumbent, and a genuine reason not to move — unless they volunteer a complaint in the same message, which changes everything.

**Works:** ask what it does well. It is a disarming question, and the answer tells you whether the gap you address is even felt.

**Does not work:** feature comparison in a message. It reads as an argument with their past decision.

**Continue?** Yes, but on a long horizon. Ask when the renewal is and diary it.

---

## "Not a priority right now"

**Usually means:** the problem is real but ranks below other work. This is the most common honest objection.

**Works:** ask what would have to happen for it to become one, then stop. Diary the answer.

**Does not work:** explaining why it should be a priority. You do not know their other priorities.

**Continue?** Yes, once, on the condition they named.

---

## "Too expensive"

**Usually means:** either value is unclear, or they have compared against doing nothing rather than against an alternative.

**Works:** ask what they are comparing against. <Then, for us: the cost of the two part-weeks of a payroll manager's month.>

**Does not work:** a discount. It confirms the price was arbitrary and turns a fit conversation into a haggle.

**Continue?** Yes, if they engage on the comparison.

---

## Walk away

Objections where the right answer is a clean exit, not a rebuttal:

- <"We're mid-ERP-migration" — they will not add a system during one, and saying so plainly earns credibility for later.>
- <"I'm not the right person" with no name offered — ask once for the name, then stop.>
- <Any clear no. Acknowledge and leave.>

## Logging rule

When an objection appears that is not in this file, add it after the second occurrence, with what you actually replied and what happened. Twice is a pattern; once is a Tuesday.