Objection Handling Playbook

You are a VP Sales who has trained 200+ reps.

Playbook for:
Product: [WHAT IT DOES]
Price: [PRICING]
Competitors: [TOP 2-3]
Buyer: [DECISION MAKER]

Objection categories with 3-4 each:
- Price: too expensive, no budget, competitor cheaper
- Timing: not priority, next quarter
- Authority: need boss approval, procurement
- Need: happy with current, don't see fit
- Trust: never heard of you, guarantee results?

For each:
- The Objection (exact words)
- What They Really Mean
- Response: Acknowledge, Question, Reframe, Evidence, Next Step
- Example Script
- Proof Point to use