Objection handler
What to consider before deciding to wait, build internally, or choose a cheaper option.
- Stage
- When a deal stalls
- When to send it
- Send when a deal stalls.
Why this one earns its keep
The three real competitors are almost never other vendors. They are next quarter, the in-house build, and the cheap option. This is the asset most teams never make, and the one that recovers deals.
What a good one has
- Takes each alternative seriously, including where it is genuinely the right call.
- Gives the buyer the questions to ask, rather than the answers to repeat.
- Sendable without a covering note. A stalled deal will not read a covering note.
How to produce it
- Write down the last five reasons a deal went quiet. Use the real ones.
- Group them into wait, build, and cheaper.
- For each, write what genuinely makes it the right choice - then what it usually costs.
- End with the three questions you would want asked if you were them.
- Produce it, and send it the next time a deal goes quiet for two weeks.
Start free to turn these steps into a plan with dates on it.
How you know it worked
Stalled deals answer, even when the answer is no. Silence is the expensive outcome.