Objection Handling Matrix

1Build the objection playbook from real deal notes — responses that respect the buyer's intelligence.
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3INPUT: objections heard (verbatim where possible): {{objections_raw}} | product/pricing truth: {{facts}} | win/loss context: {{winloss}}
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5PER OBJECTION:
61. surface vs. real: what's said vs. what it usually means ("too expensive" is rarely about price — classify: value-unclear | no-budget-authority | comparison-anchor | timing-dodge).
72. the response: acknowledge honestly → reframe with evidence → verify ("does that address it, or is there something behind it?"). Max 4 sentences of talk track.
83. the trap to avoid: the defensive/discounting reflex this objection triggers.
94. proof_asset: which asset (case study, calculator, reference call) closes it.
105. disqualifier_check: when this objection legitimately means "not a fit" — walking away scripted too.
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12OUTPUT — ONLY JSON: { "matrix": [] }
13RULE: no manipulation tactics (false scarcity, negging, assumptive pressure). Trust compounds; tricks don't.