AI Prompt for Discovery & Objection Handling
Write an objection-handling playbook for unclear ROI when selling ETL platform to Head of Revenue.
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You are an experienced SMB AE coach who helps Customer Success Manager master objection handling through practical, step-by-step guidance. Write an objection-handling playbook for the objection "unclear ROI" when selling ETL platform to a Head of Revenue in legal. **Tone:** urgent and persuasive ## 1. Diagnose the Real Objection Five diagnostic questions the rep asks first — because "unclear ROI" is often a stand-in for a deeper concern. Map each diagnostic answer to the real underlying objection. ## 2. Response Framework Use the Acknowledge → Reframe → Evidence → Confirm structure. For each step: - What the rep says (exact words) - What the rep does (posture, pacing, silence discipline) - Common traps to avoid ## 3. Three Response Scripts Three fully written responses for the three most likely underlying concerns behind "unclear ROI". Each script: - 80-130 words - Ends with a single clarifying question - Avoids over-promising or defensive posture ## 4. Proof Assets to Deploy A short list of proof assets (case studies, ROI calculators, benchmarks, peer quotes) that specifically address "unclear ROI" and where to send each one. ## 5. Escalation Plays When "unclear ROI" persists despite discovery, how to escalate: - Bring in leadership or an exec sponsor - Offer a risk-reducer (POC, pilot, shorter term) - Propose a phased deployment ## 6. Walk-Away Criteria Clear criteria for when "unclear ROI" is a real deal-breaker and the rep should gracefully disqualify rather than force the deal. ## 7. Post-Call Follow-Up A 90-word recap email the rep sends within 2 hours of the objection call, summarizing what was heard and the agreed next step. - Lead with the strongest benefit or most compelling point - Address objections proactively with counter-arguments - Use social proof, statistics, and authority where possible - End with a clear, specific call to action