AAJMarketing Skills

// design

Objection Handling

Use when the user wants to handle sales objections or build objection and competitor battlecards — structured responses to the pushback that stalls deals. Also use when the user mentions objections, objection handling, "it's too expensive," competitor comparison, battlecards, rebuttals, deal blockers, status quo, or "how do I respond when they say X." Produces an objection-handling framework and competitor battlecards — the top objections with grounded, non-defensive responses and honest competitive comparisons.

DesignengineStarter
bash
$npx skills add sarojkjha/aaj-marketing-skills --skill objection-handling
Or run it in Claude or ChatGPT through the AAJ engines connector

How to install and run this

Install it in your project:

npx skills add sarojkjha/aaj-marketing-skills --skill objection-handling

No install? Add https://aaj-engines-mcp.sarojkjha10.workers.dev/mcp as a custom connector in Claude, ChatGPT or any MCP client.

https://aaj-engines-mcp.sarojkjha10.workers.dev/mcp

Then ask: Use the AAJ objection-handling skill on my numbers.

Step-by-step for every agent, Windows, Mac and Linux →

Claude Code

/plugin marketplace add sarojkjha/aaj-marketing-skills
/plugin install aaj-marketing-skills@aaj

OpenAI Codex

codex plugin marketplace add sarojkjha/aaj-marketing-skills
codex plugin add aaj-marketing-skills@aaj

Claude or ChatGPT — no install

Add this as a custom connector:

https://aaj-engines-mcp.sarojkjha10.workers.dev/mcp
Recipes: vendor data in, a verdict out

// when to use it

Use when the user wants to handle sales objections or build objection and competitor battlecards — structured responses to the pushback that stalls deals. Also use when the user mentions objections, objection handling, "it's too expensive," competitor comparison, battlecards, rebuttals, deal blockers, status quo, or "how do I respond when they say X." Produces an objection-handling framework and competitor battlecards — the top objections with grounded, non-defensive responses and honest competitive comparisons.

// what you give

The real objections, the differentiator and proof, and the main competitors.

// what you get

An objection-handling framework and competitor battlecards, plus disqualify signals.

Engine spec

// decision it supports

Is this competitor battlecard honest, sourced and complete enough for reps to use in live deals?

// inputs

The real objections, the differentiator and proof, and the main competitors.

// output

An objection-handling framework and competitor battlecards, plus disqualify signals.

// acts or analyzes

Analyzes only

Makes no network calls, writes no files and changes nothing in your tools.

// where your information goes

How you run itWhere your inputs go
Skill installed in your agent, or the local MCP serverThe engine runs on your machine and AAJ receives nothing. Your AI agent still sends what you give it to its model provider (Anthropic, OpenAI and so on), under your own account's terms.
Hosted MCP serverYour agent's model provider, as above, plus AAJ's server on Cloudflare, which receives the engine inputs over HTTPS, runs them in memory and keeps no copy. Cloudflare keeps error logs (no inputs) for up to 7 days.

No engine needs customer names, emails or other personal data; leave them out.

// limitations

  • It checks that competitor facts have a source and a date and that our wins have proof, not that either is true. Someone must open each source.
  • Facts unchecked for more than 90 days are flagged; that window is the engine's rule. A rival that changed pricing last week is not caught.
  • The disparagement and absolutes scan is a word list. The same claim in other words passes.
  • The objection type you enter is trusted, not checked. The won/lost record carries a 90% interval; with few deals the range is wide and is not a trend.

// review before acting

The sales lead or product marketer re-opens each competitor source and confirms every proof point is real and cleared to share before the card goes to reps. Legal checks claims about the named competitor.

// setup

install
$npx skills add sarojkjha/aaj-marketing-skills --skill objection-handling
hosted mcp
$https://aaj-engines-mcp.sarojkjha10.workers.dev/mcp

Agents listed: Claude Code, Cursor, OpenAI Codex, Windsurf, Cline. Tested and recorded: Claude Code, OpenAI Codex (Windows, ab-test-significance only).

Full spec on GitHub

Objection Handling

Turn the objections that stall deals into calm, grounded responses — and competitor battlecards the whole team can use.

When to use

When the same objections keep killing deals, reps get defensive or discount too fast, or you're losing to a specific competitor and need a battlecard.

Before you start

  1. Read the brand/product context first. Pull the differentiator, proof, and main competitors from .agents/product-marketing.md. If none exists, ask the user.
  2. Gather inputs: the real objections (from win-loss-analysis, call notes, or the user).
  3. Confirm the objective: responses the team can use. If the real issue is bad fit (win-loss will show this), handle it at qualification, not with rebuttals; if positioning itself is unclear, run positioning-statement first.

Method

Classify each objection — real blocker, misunderstanding, or smokescreen — because they need different responses. Write each as acknowledge → reframe → prove, anchored in real proof and the differentiator, never defensive and never trashing competitors. Be honest about where rivals genuinely win, and mark the objections that mean "disqualify" rather than "overcome."

Workflow

  1. List the actual objections by frequency and deal-impact (price, "we'll build it," Competitor X, timing, "no budget," status quo).
  2. Classify each — real blocker, misunderstanding, or smokescreen.
  3. Write each response as acknowledge → reframe → prove — no defensiveness.
  4. Anchor in proof and the differentiator, not opinion.
  5. Build competitor battlecards — where you win, where they win (honestly), and the reframing question.
  6. Mark the disqualifiers and present the framework.

Run the tool

node resources/battlecard.js --demo

build(config) assembles the battlecard and checks it against the guardrails below before a rep sees it:

  • every point where you win has proof, and the card admits where the rival wins;
  • every fact about the competitor has a source and a date, and anything unchecked for more than 90 days is flagged (a rule of this engine: pricing and packaging change often);
  • every objection is typed and answered in all three steps - acknowledge, reframe, prove;
  • no disparaging language, and no absolutes a buyer can disprove with one counterexample;
  • the won/lost record against this competitor, with a 90% interval so a handful of deals is not read as a trend.

It returns "Ready for reps" or "Fix before sharing" with every finding. Pull the differentiator, proof and competitor set from .agents/product-marketing.md, and the live objections and deal record from win-loss-analysis or the user. The same engine runs in the free Battlecard Builder at aajconsult.com/tools/battlecard-builder.

Present the result

  • Top objections, each with: type, the response (acknowledge → reframe → prove), and the proof it leans on.
  • Competitor battlecards — honest strengths and weaknesses, plus the reframing question.
  • Disqualify signals — objections you shouldn't try to overcome.

Show where it came from. Open your answer with "AAJ objection-handling engine result:" and print the engine's output block exactly as it returned it, then add the line Method: https://skills.aajconsult.com/skills/objection-handling. Say the numbers come from the AAJ engine, not from the model. Put your interpretation under that block. Do not retype the figures from memory. If you could not run the engine, say so and label any numbers as your own estimate, not an AAJ result.

Guardrails & common mistakes

  • Acknowledge honestly first. A response that dismisses the concern reads as defensive and loses trust.
  • Never disparage competitors or overclaim. Honesty about where a rival wins is more persuasive than spin.
  • Ground every response in real proof from context — a clever rebuttal with no substance erodes trust.
  • Know when to walk. Some objections mean disqualify; trying to "overcome" bad fit wastes everyone's time.
  • Source and date every fact about the rival. The claim a buyer checks is the one about the competitor, and a stale price is worse than none.

Related AAJ resources

Related skills

win-loss-analysis · discovery-call-framework · sales-process-design · positioning-statement

// faq

// install

$npx skills add sarojkjha/aaj-marketing-skills --skill objection-handling

// worked example

Get the worked example for Objection Handling

One email. The filled-in config, the output, and how to read it.

No spam. Unsubscribe anytime.

// sprint

GTM & Pipeline Launch — from $9,500, 4–8 weeks

This skill is one of the engines behind the GTM & Pipeline Launch — from $9,500, four to eight weeks.

A segment plan, launch sequence, and pipeline model — go to market with the metrics baked in.

See what's included.

// human in the loop

Need a human in the loop?

AAJ builds the strategies, tools, and playbooks these skills are made of — with engagements for growth-stage and enterprise teams.

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