Objection Handling Library

OBJECTION RESPONSE FRAMEWORK

ARC Response Method

ARC OBJECTION FRAMEWORK

A - ACKNOWLEDGE:
"I hear you. That's a fair concern..."
"Many customers have felt the same way..."
"I appreciate you being direct about that..."

R - RESPOND:
Address the objection directly
Provide evidence/proof
Share relevant example

C - CONFIRM:
"Does that help address your concern?"
"What else would be helpful to know?"
"How does that change your thinking?"

Common Objections & Responses

PRICE OBJECTIONS:

"It's too expensive"
→ "I understand budget is important.
Let me share how [Customer] calculated
a [X]% ROI within [timeframe]. Would
it help to build a business case for
your team?"

"Competitor is cheaper"
→ "Price is one factor. What we've
found is that [key differentiator]
ultimately saves [X hours/dollars].
How important is [differentiator] to
your evaluation?"

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TIMING OBJECTIONS:

"Not the right time"
→ "I understand. What would have to
change for this to become a priority?
I want to make sure I follow up at the
right time."

"We need more time"
→ "That makes sense. What specifically
do you need more time for? I want to
make sure I can support that process."

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COMPETITOR OBJECTIONS:

"We're looking at [Competitor]"
→ "That's great that you're doing your
due diligence. What criteria are most
important to you? I'd love to make
sure you have what you need to compare."

"We already use [Competitor]"
→ "How is that working for you? Many
of our customers came from [Competitor]
because of [specific gap]. Is that
something you've experienced?"

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