Objection handling cheat sheet

Editable artifact

The complete template

# Objection handling cheat sheet

The 18 objections every AE hears, with rebuttals that don't feel canned.

## 1. Price objections

- Evidence/source:
- As-of date:
- Owner:
- Notes:

## 2. Timing objections

- Evidence/source:
- As-of date:
- Owner:
- Notes:

## 3. Authority objections

- Evidence/source:
- As-of date:
- Owner:
- Notes:

## 4. "Send me info" stalls

- Evidence/source:
- As-of date:
- Owner:
- Notes:

## 5. Competitor comparisons

- Evidence/source:
- As-of date:
- Owner:
- Notes:

## 6. Status quo objections

- Evidence/source:
- As-of date:
- Owner:
- Notes:

## 7. Procurement stalls

- Evidence/source:
- As-of date:
- Owner:
- Notes:

## Worked example

Account: Acme Corp — 450 employees, Series B, recent VP Sales hire (Sarah Chen, 3 days ago).
Signal strength: 94/100. Hiring signal + intent keywords in her last three posts.
Hypothesis: Sarah is likely rebuilding the BDR function. Lead with our ramp-time data; offer the 30-day pilot.

## Review before use

- [ ] Every factual claim has a current source.
- [ ] Inferences and hypotheses are clearly labeled.
- [ ] Personal or confidential data is limited to what is necessary.
- [ ] The responsible owner approved any legal, pricing, security, or financial claim.