The kit
Four families of objection, three comebacks each. For every line: the angle to hold, and the exact words to say.
Written to be read once before a call, not learned by heart. Adapt each line to your own product — which is exactly what Sealio does from your sheet.
Family 01
Price is almost never the real subject. The subject is what it costs to change nothing.
The angle
Acknowledge the budget, then move to the cost of the status quo — never to a discount.
Say this
I hear you, and I'd rather we look at it head on. Right now, how many hours a week does your team spend on this problem? That's exactly what we're replacing, and that's what the price compares against.
The angle
Don't defend the gap. Ask what's included on their side, line item by line item.
Say this
That's possible. On exactly what scope? I'd rather we compared the same thing — otherwise you'll pay twice for whatever is missing.
The angle
Separate the budget from the appetite. If the appetite is there, the date becomes a planning question.
Say this
So if the budget existed, we'd do it — is that right? Then let's look at when it frees up, and what we can prepare in the meantime.
Family 02
Comparing feature by feature is a trap. What matters is what's missing today.
The angle
Lead with your migration angle — what they keep from their current tool — instead of comparing line by line.
Say this
What's the one thing you're missing most in what you use today? I'll tell you straight if we do it better — and I'll tell you just as straight if we don't.
The angle
Don't attack the decision. Position yourself for the next renewal.
Say this
Fair enough, this isn't the moment then. How long does your contract run? I'll come back two months before that, with whatever has changed on our side.
The angle
Look for the residual friction rather than disputing the satisfaction.
Say this
Good to hear. If there were one single thing to fix about it, what would it be?
Family 03
An unqualified stall is a slow no. Qualify it before you accept it.
The angle
Ask a question instead of justifying, so you're not the one filling the silence with a discount.
Say this
What do you want to think about first — the price, or whether it actually works in your shop?
The angle
Qualify the delay before you agree to send: who reads it, and what the decision turns on.
Say this
I'll send it today. So it's actually useful: who reads it with you, and what will you decide on?
The angle
Find out what has to have changed by then. A date with no condition attached is a date that slips.
Say this
Noted. What will have changed in three months that makes this a yes?
Family 04
Don't sell twice. Get the decision-maker in the room, or arm the person in front of you.
The angle
Offer to be there rather than letting your contact resell it on your behalf.
Say this
Makes sense. Rather than you repeating all of this, let's take fifteen minutes with the three of us — I'll answer his questions directly.
The angle
Keep your contact as an ally: ask how the decision gets made, not who makes it.
Say this
Understood. How does it usually go on your side — who weighs in, and what do they look at first?
The angle
Ask what the committee's criterion is, and give them the document in their own format.
Say this
What does the committee look at first? I'll prepare the part that answers exactly that, in their format.
What's next
These comebacks, but on your product and during the call.
Sealio listens to the conversation, recognizes which of these four families just landed, and shows your answer — the one from your product sheet, not the one on this page.