Classic objections and the workflow with AI
AI Sales 13 min
0/19
Business problem
An objection appears and the salesperson reacts spontaneously: they start defending the price, discounting, making excuses — instead of understanding what really stands behind 'too expensive' (no budget? no value? no trust? a bad moment?). A reaction without analysis turns the conversation into a defense instead of a diagnosis.
Proven method
The objection workflow in 4 steps:
- IDENTIFY THE TYPE: too expensive / no budget / not interested / not now / send me info / already have solution / competitor cheaper / need to talk to boss,
- ANALYZE WHAT STANDS BEHIND THE OBJECTION: 'too expensive' can mean: they don't see the value (too little ROI), they have no budget (for real), they compare with a cheaper option (undervalued), they don't want to say 'no' (a polite refusal),
- CHOOSE THE RESPONSE: value re-framing (return to the discovery impact), a question ('How do you compare the price with the cost of the current problem?'), proof (case study, ROI),
- ASK A CHECKING QUESTION: 'If price weren't an issue, what would it be?' — separates a real objection from an excuse. Recommended responses to the classics: 'TOO EXPENSIVE': 'Compared to what?' (anchor) or 'What exactly is expensive — the amount or the investment vs the current cost of the problem?', 'NO BUDGET': 'When is the budget set? Can I show the ROI that would justify adding it?', 'NOT INTERESTED': 'I understand. May I ask what made the topic not a priority?' (find out if it's the product or the moment), 'SEND ME INFO': 'Sure — what exactly do you want to see? (so I send the right things)', 'ALREADY HAVE SOLUTION': 'What do you use and what works best? (find out what's inconvenient)', 'COMPETITOR CHEAPER': 'I understand. What exactly is cheaper with them — the price or the scope? (compare apples to apples)', 'TALK TO MY BOSS': 'Sure. If you had to give 1 reason why it's worth it — what would it be? (help them sell internally)'. AI: for every objection it generates an analysis (real vs excuse), 3 responses (empathetic, questioning, with proof) and a recommendation.
Market example
- BAD
- Improvised general pitch lacking buyer context or verified data.
- GOOD
- Client: 'It's too expensive for us.' AI analyzes from the discovery context: the client has a problem (24h responses) but never specified the problem's cost. Recommendation: 'Compared to what?' → response: 'With the current cost of the problem — you're losing customers at 24h responses. How many inquiries a month?' Client: 'about 200'. You: 'Let's say 5% drop out from a lack of quick response — that's 10 customers a month. Our solution costs [X]. What's the value of 10 customers?'. That turns 'too expensive' into ROI math.
Ready-to-use prompt
You are an objection coach. Context: I sell [PRODUCT]. The client said: [OBJECTION]. Conversation context: [WHAT WE KNOW — discovery, budget, needs]. Task: Run the objection workflow: 1. Objection type (from the list of 8) + justification 2. Analysis: what can really stand behind the objection (3 hypotheses: value/budget/moment/competence) 3. 3 possible responses: empathetic / questioning / with proof (each max 60 words) 4. The recommended response + why (what this response checks) 5. A checking question that separates a real objection from an excuse Format: 5 sections.
Model rekomendowany: Claude 3.5 Sonnet / GPT-4o Copy and paste into ChatGPT, Claude or Perplexity
ALTERNATYWNE SCENARIUSZE
Variations & alternative scenarios
Price objection version: an ROI framework (the problem's cost vs the price).
'We already have one' version: a gap analysis of the current solution.
Practical exercise
Write responses to your 4 most common objections (use the workflow: type → analysis → 3 responses → a checking question). Practice 1 response out loud (or with AI as the client).
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