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OBJECTION HANDLING CHEAT SHEET

Eight objections you hear every week. Word-for-word LDA responses you can drill before your next dial block.

8 objectionsLDA framework5-page PDF

Eight objections you hear every week. Word-for-word responses. Built on Jeb Blount's LDA framework. Print it and keep it next to the phone.

The Framework

L · D · A

Every response follows the same three-step structure, from Blount's Objections. Learn the pattern; the words are interchangeable.

L
Step 1

Lean in

Acknowledge the objection without agreeing with it. Never argue. "I hear that a lot" or "Fair point" works. You're calming the emotional brain before the logical one will listen.

D
Step 2

Disrupt

Break the pattern. Offer a reframe, a question, or a data point that makes them stop and think. You're earning another 30 seconds of attention.

A
Step 3

Ask again

Go back to the original ask. Meeting, call, next step. If you don't re-ask, you've just had a conversation.

The Scripts

8 OBJECTIONS

1
Prospect Says

"Just send me some information."

Happy to. I'll send a one-pager after we talk so I know what to send. 15 minutes Tuesday or Thursday?
Why it works: Translates: 'I want to get off the phone.' Don't send generic material. Earn the right to send relevant material.
2
Prospect Says

"We are not interested."

Most people aren't, because they've been pitched a dozen of these. The reason I called specifically is {{specific_reason}}. Open to 15 minutes on that one thing?
Why it works: The 'not interested' reflex isn't a real no. It's a defensive swat. The specific reason earns the re-engagement.
3
Prospect Says

"We already have a provider."

Most of our best clients did when we first talked. The reason we get a shot is that we tend to do {{specific_thing}} better than the usual setup. Worth 15 minutes to see if that's worth swapping one out?
Why it works: Don't bash the incumbent. Position yourself as a specialist in one thing the incumbent doesn't do.
4
Prospect Says

"Send me pricing."

Absolutely. Pricing varies a lot based on scope, so a 15-minute call lets me send you real numbers instead of a range. When's good?
Why it works: Premature pricing kills deals. If you send a number before you understand their problem, you've lost the ability to anchor.
5
Prospect Says

"Call me back next quarter."

I'll do that. Two things though. Most teams I hear that from end up with the same problem three months later. And second, 15 minutes now doesn't commit you to anything. Worth it to see if I should even call back?
Why it works: Future-timing is often a soft reject. Test it gently. If it's real, it'll survive the re-ask.
6
Prospect Says

"I don't have budget."

Understood. If I could show you a way to cut the cost of what you're already doing by roughly 40 percent, is that a conversation worth 15 minutes?
Why it works: Budget objections aren't usually about budget. They're about priority. Reframe to ROI and the conversation opens back up.
7
Prospect Says

"I am too busy right now."

That's exactly why I'm calling. The teams we work with are all busy, and the whole point is we take work off their plate. 15 minutes to see if that applies?
Why it works: Busy equals important. Match their energy. Don't get apologetic.
8
Prospect Says

"I need to check with my team."

Makes sense. To make that easier, can we spend 15 minutes first so you have real answers to take to the team, not my brochure? Then you'd be the hero who actually ran the numbers.
Why it works: Put them in a position of expertise. Don't hand over to someone else; arm your champion.

KEEP GOING

10 TEMPLATES

Cold Email Templates

10 B2B subject lines and bodies that book meetings, with the rationale and when to use each.

10 OPENERS

Cold Call Openers

First-30-second scripts with tonality cues that earn the next 90 seconds. Built on Way of the Wolf and Fanatical Prospecting.

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