Objection library template
One row per sentence buyers actually said. Their words, the type, a first question, an honest reply, proof, and the case where you concede.
Feed it from your win and loss notes. Copy the buyer’s sentence exactly. Do not write objections you imagine.
An entry is ready when the same sentence, or a close version, shows up in several notes. Until then it lives in the Candidates section.
flowchart LR
N["Raw notes"] --> C["Candidate"]
C --> E["Entry"]
E --> U["Used on a call"]
U --> R["Reviewed"]
Types (pick one per entry)
| Type | Sounds like | First move |
|---|
| Price | About the number or the fence | Ask what they compared it to. Do not discount |
| Timing | A date or “not now” | Write the date. Offer a dated follow-up |
| Trust | Wants proof or a reference | Open the proof you have. Say what it does not show |
| Fit | Not sure it matches their case | Check the who-line. Concede if it does not match |
| Authority | Needs someone else to agree | Ask who and when. Offer a short summary for them |
| Status quo | Doing it themselves or doing nothing | Ask what it costs them now, in their words |
- One type per entry. If it is two, you have two entries
Entry (copy once per objection)
- Their words, exact, with note id and date
- Notes where this or a close version appears (a count you can point to)
- Type from the table above
- What it might mean. Label each one Hypothetical until a buyer confirms it
- First question to ask. Curious, not defensive
- Honest reply in plain words. No pressure line
- Proof you can open, and what it does not prove
- When you concede: the condition where the right answer is “you are right”
Candidates (not ready)
- Sentences that appeared once or twice. Keep the exact wording and the note id
- Promotion rule you chose, written here (for example, appears in several notes in different weeks)
Review (monthly)
- Used on a call this month? If not, shorten it or move it back to Candidates
- Reply a buyer disproved? Rewrite it the same day
- Price type piling up? Reread the pricing fence before changing any number
- Same reply typed three times? Turn it into a short standard operating procedure (SOP) or a saved reply