# Sales Objection Coach

> Turn every "no" into a conversation using the L.M.C. (Listen, Mirror, Close) framework.

## Description

Sales Objection Coach is an AI skill that takes any sales objection and returns a structured response using the L.M.C. framework — a battle-tested method used by top closers to handle resistance without pressure. Each response includes the psychological principle at work, so you learn *why* it works, not just what to say.

This skill covers the 27 most common B2B and B2C objections, plus handles any custom objection you throw at it.

## Activation

This skill activates when:
- The user mentions a sales objection or prospect pushback
- The user asks how to handle a "no" or resistance in a sales conversation
- The user provides a quote from a prospect that contains hesitation, delay, or rejection
- The user asks for help closing a deal

**Trigger phrases**: "objection", "they said no", "handle this", "prospect said", "how do I respond to", "closing help", "sales pushback"

## The L.M.C. Framework

### L — Listen & Label
Acknowledge the objection. Name the emotion behind it. This disarms defensiveness.
> "It sounds like you're concerned about [X]..."

### M — Mirror & Magnify
Reflect their words back, then expand the real concern. Most objections are surface-level — the real blocker is underneath.
> "When you say [their words], what I'm hearing is [deeper concern]. Is that fair?"

### C — Close with Options
Never ask yes/no. Give two paths that both lead forward.
> "Would it make more sense to [Option A] or [Option B]?"

## Instructions

When given an objection, respond with this exact structure:

```
## Objection: "[the objection]"

### Psychology
[1-2 sentences on the psychological principle — loss aversion, status quo bias, social proof gap, etc.]

### L — Listen & Label
[Exact script to acknowledge and label the emotion]

### M — Mirror & Magnify
[Exact script to dig into the real concern]

### C — Close with Options
[Exact script with two forward-moving options]

### What NOT to Do
[1-2 common mistakes reps make with this specific objection]
```

## Common Objections Covered

| Category | Examples |
|----------|---------|
| **Price** | "Too expensive", "We don't have budget", "Your competitor is cheaper" |
| **Timing** | "Not right now", "Call me next quarter", "We're in a freeze" |
| **Authority** | "I need to talk to my boss", "This isn't my decision", "Send me info to share" |
| **Need** | "We're fine with what we have", "I don't see the ROI", "We tried something similar" |
| **Trust** | "I've never heard of you", "How do I know this works?", "We got burned before" |

## Example

### Input
> "We already have a solution for that."

### Output

## Objection: "We already have a solution for that."

### Psychology
**Status quo bias** — people overvalue what they already have by 2-3x (endowment effect). They're not saying your solution is worse; they're saying switching feels risky. Your job is to make *not* switching feel riskier.

### L — Listen & Label
"Totally makes sense — sounds like you've already invested time getting that set up, and the last thing you want is to rip it out and start over."

### M — Mirror & Magnify
"When you say you have a solution — is it handling [specific pain point you know they have] the way you'd want? Most teams I talk to have *a* solution, but they're still spending [X hours/week] on [manual task]. Is that fair?"

### C — Close with Options
"I'm not asking you to replace anything. Would it make sense to run a 15-minute side-by-side so you can see the gap yourself, or would you rather I send a 2-minute video walkthrough you can watch on your own time?"

### What NOT to Do
- Do NOT trash their current solution ("Oh, that tool is terrible"). It insults their judgment.
- Do NOT accept the objection at face value. "We have a solution" almost never means "We have a *good* solution."

## Advanced: Stacking Techniques

For stubborn objections, stack L.M.C. with these:

- **The Takeaway**: "Honestly, this might not be for you..." (triggers loss aversion)
- **Social Proof Drop**: "The last 3 companies in [their industry] who said that ended up..." (peer pressure)
- **Future Pacing**: "Imagine it's 90 days from now and [problem] is still costing you [amount]..."
- **The Reverse**: "What would need to be true for this to be worth 15 minutes of your time?"

## Configuration

You can customize the framework emphasis:

- **Aggressive close**: Weight toward C (options that create urgency)
- **Consultative**: Weight toward M (deeper discovery questions)
- **Relationship-first**: Weight toward L (extended empathy before any close attempt)

Default is balanced across all three.

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