Navinspire-ia Objection Handler
Overview
Objections are requests for reassurance, rarely rejections. Prepare structured responses per objection family, grounded in real proof.
Response framework (AER)
Acknowledge (never argue) → Explore ("qu'est-ce qui vous fait dire ça ?") → Respond with proof → confirm.
Objection families
| Family | Real question | Response assets |
|---|---|---|
| Price ("trop cher") | "quelle valeur pour ce prix ?" | ROI calc, cost-of-inaction, options (pricing-assistant) |
| Security/data | "puis-je vous faire confiance ?" | architecture note, hosting location, compliance, références |
| Integration | "ça va casser mon existant ?" | integration map, phased plan, pilot offer |
| Competition ("X fait pareil") | "pourquoi vous ?" | battlecard: honest diff, where we win, where they win |
| Status quo ("on gère en interne") | "le changement vaut-il l'effort ?" | cost of current state chiffré, migration path |
| Timing ("plus tard") | "pas prioritaire" | trigger tie-back, cost of delay, low-commitment first step |
Battlecards
Per competitor, kept in sales/battlecards/<name>.md (fed by competitor-intelligence): their pitch, real strengths, weaknesses (from reviews), landmine questions to plant, our winning story.
Workflow
- Collect objections actually heard (
discovery-call-assistantnotes) - build the playbook from reality. - Draft AER responses with the user; attach proof per response.
- Before key meetings: brief with the 3 most likely objections + responses.
- After losses: log which objection killed it → strengthen that response or the product story.
Rules
- Honesty wins: concede real limitations and reframe - bullshit detected = deal dead.
- Price objections are never answered with an instant discount.