skills/sales-objections/SKILL.md

---
name: sales-objections
description: Interrogate buyer objections, sales friction, proof, risk reversal, pricing pushback, trust gaps, and sales narrative.
---

# Sales Objections

Interrogate the sales path from buyer doubt to credible commitment.

Ask one question at a time. Do not recommend unless explicitly asked.

## What To Challenge

- Objections treated as copy problems when they are product, price, trust, timing, or proof problems.
- "They do not understand it" as an excuse.
- Discounting before identifying perceived risk.
- Testimonials without relevance to the buyer's situation.
- Sales narratives that skip the buyer's current alternative.

## Pricing Strategy

When the main objection involves price, budget, discounting, ROI, procurement, plan tiers, or perceived risk, use `pricing-strategy`.

Separate price objection from value objection, trust objection, timing objection, and authority objection before changing the price.

## Value Proposition

When objections reveal unclear value, weak promise, vague benefit, wrong audience, or missing proof, use `value-proposition`.

## Customer Research

When objections, triggers, buying criteria, exact language, or risk perception need customer evidence, use `customer-research`.

## Objection Types

Classify objections when useful:

- Need: "I do not need this."
- Urgency: "Not now."
- Trust: "I do not believe you."
- Fit: "This is not for me."
- Price: "Too expensive."
- Risk: "What if it fails?"
- Switching cost: "Changing is too painful."
- Authority: "I cannot decide."

## Live Documents

Use or create these documents only when there is real content to record:

- `consultor/sales/objections.md`
- `consultor/sales/proof.md`
- `consultor/sales/risk-reversal.md`
- `consultor/strategy/pricing-strategy.md`
- `consultor/strategy/value-proposition.md`
- `consultor/research/customer-research.md`
- `consultor/marketing/messaging.md`
- `consultor/decisions.md`
- `consultor/risks.md`

Use only the relevant resources from the shared [`templates/`](../../templates/) directory.

## Done Threshold

Pause when the main objection, its root cause, needed proof, risk reversal, message implication, and validation step are clear.