Stop 6 of 8 · Daily
Objections
The five you hear every week, drafted in your voice, tested against your past wins, and rehearsed out loud before the call.
The same five, every week
Dalia hears five objections. Price, the incumbent, the timing, send me some info, and we are thinking of doing it in-house. She has been answering them for nine years, well when she is fresh and badly at four thirty on a Thursday.
The point of this stop is not for Claude to invent a clever answer. It is to write down the answer Dalia already gives on her best day, test it against her own past wins, and have it ready so the bad Thursday version never happens.
Building the five
Do this once, inside the Offer Project, then edit for the rest of your career. Feed Claude your real objection wording, not a textbook version. "It seems like a lot" and "you are more expensive" are different objections and need different replies.
| What they say | What it usually means |
|---|---|
| Price | Scope has not been compared yet |
| The incumbent | Nobody wants to run a transition |
| Timing | The budget cycle, or a boss who has not been asked |
| Send me info | This is a polite exit unless you keep a date |
| We could do it in-house | Somebody upstairs wants control |
Each of those has a different first move, and the first move is a question, not a pitch. The drafts below give you the question as well as the answer.
Try this
Inside the Offer Project. Here are the five objections I hear, in the words prospects actually use: [paste your five]. For each one write: the one sentence acknowledgement, the question I ask next, and the proof point I reach for from my past-win files. Keep every part sayable out loud in under fifteen seconds. Never propose a discount or name a number. If the honest answer is that we are more expensive, say so and tell me what to point at instead.
Read my three past-win files. For each objection draft, say which win actually supports it and which one I am stretching. If a draft has no real support in those files, tell me and say what proof I would need to collect.
Play the property manager at Harborline. You have used the same cleaning vendor for eleven years, you are not unhappy, and you agreed to this call because your regional asked you to get three quotes. Be pleasant and unmotivated. I will open. Stay in character, give me one objection at a time, and do not make it easy. After ten exchanges, stop and tell me the three moments I lost you.