Objection Response Pocket Cards
Recall concise responses for common new-business objections.
Price pressure “This is too expensive.” Late-stage buyer likes the product but pushes on price. Your line “Is the concern that the impact does not justify the price yet, or that the approval path needs a different business case?” Do not discount before you know whether this is value, authority, or procurement pressure. It diagnoses the objection before choosing a response. Build vs buy Build-it-yourself objection: what is the reflex and what is the move? Build versus buy is usually a trade-off conversation, not a feature contest. Timing “Not this quarter.” Buyer agrees there is pain but pushes timing out.…
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