Objection Handling 101
When you've been in the same loop across multiple conversations and nothing is moving, this is the objection handling technique you would reach for
Pattern interrupt
The terms of the win-back promotion offer this many months of free payroll for clients created between March 1, 2026 and April 30th, 2026 and who run payroll by April 30th.
Three
The slack channel I would use to request access to an approved AI tool that I do not have access to, like Claude.
#aitops
This is an example of one:
"I appreciate you speaking with me about this important decision! I'll have a few questions about the other car dealerships you've visited today, and I'll also give you some time to ask questions about the features available in our latest model. By the end of our time together, we'll decide the best car for your needs, or you can let me know that it doesn't feel like the right fit. Does that work?"
Upfront Contract
"My clients decide, not me" is an example of what type of objection - Identity, Authority, Trust or Capacity?
Authority
We are currently offering this percent discount for 6 months to clients switching from QuickBooks Online or Desktop and run payroll by April 30th, 2026.
Fifty percent
The more thorough the ___, the better the result I will get from an AI tool like Claude, ChatGPT or Gemini.
Prompt
Asking who else from a firm needs to be looped in is an example of confirming who the _____ are.
Decision makers
This is an example of this type of objection handling technique:
"That makes complete sense — and I don't want to add to your plate right now. Let's set that aside for today. What I do want to make sure we cover while we have time is [specific thing tied to their goals] — because that one doesn't require anything extra from your team right now. Can we spend a few minutes there?"
APP (Acknowledge, Park, Pivot)
Win-back-qualified partners are those that have added a client in the past, but not in the last __ days.
Ninety
In the context of AI, LLM stands for ____
Large Language Models
The pain funnel has three levels, starting with surface-level pain and moving down into the ___ for the pain and the __ of the pain.
Reason, impact
These are the 4 main objection handling techniques outlined in the "Overcome Obstacles" training.
Pattern Interrupt, ARC, APP, Negative Reverse
This "upon request" special promotion is no longer available, and for those that request it for new clients may be offered 12 months at 50% off for Solo clients instead (through end of March only)!
S-Corp Only Pricing / $25 per month S-Corp Pricing
I can use the ___ function in Claude, Chat GPT or Gemini to add specific files, links and other references so that it can refer to specific, provided documentation to answer my questions and prompts most accurately and effectively.
Projects
By suggesting the answer might be a no rather than pushing for a yes, a rep can reduce pressure and push for an honest conversation. This is an example of what Sandler technique?
This is an example of this type of objection handling technique:
"Honestly — and I want your real take on this — is this something you'd ever see yourself bringing to clients? Or is it just genuinely outside of what you want your practice to be doing?"
Negative reverse
We use this slack channel for special promo exceptions and requests, price match requests and more for high value customers (50+ EEs, 10+ clients, etc)
#deal-desk
Hallucination
Purpose, Roles, Outcome & Qualifying for Time