Objection Source Diagnoser

Diagnose WHY a deal is accumulating objections by tracing each one back to its root-cause seller behavior. Use this skill when a customer keeps pushing back, when you're getting too many price objections, when the prospect raised concerns you don't know how to address, when a rep asks 'why does my pitch generate so much resistance?', or when someone asks 'what's wrong with my presentation?'. Invoke when someone says 'diagnose these objections', 'we keep getting price objections', 'why does the customer keep saying it's not worth it', 'how do I stop getting so many objections', 'the prospect raised X — how should I respond?', 'my deal has too many concerns', 'objections are killing my pipeline', or 'what's causing all this pushback?'. The skill reads call notes or transcripts, extracts every objection, and maps each to its FAB-source root cause using Rackham's empirically-derived behavior→response chain: Features cause price concerns; Advantages cause value and capability objections; premature solution presentation causes early-call objections. The output is a prevention plan for the NEXT call — which seller behaviors to remove, and which SPIN questions to use to develop needs more thoroughly. This skill explicitly refuses to produce 'when they say X, respond with Y' objection-handling scripts. That approach treats symptoms. This skill treats causes. Backed by Rackham's analysis of 35,000+ sales calls and Linda Marsh's correlation study showing Advantages as the primary driver of objections. Applies to B2B AEs, enterprise sales reps, and sales managers debriefing a struggling rep.

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Install

Claude CodeClawhHubnpxCursorCodexGemini CLI

1. Add marketplace

› /plugin marketplace add bookforge-ai/bookforge-skills

2. Install plugin

› /plugin install spin-selling@bookforge-skills

3. Use the skill

› /objection-source-diagnoser

CC-BY-SA · Open sourceGitHub

Source Book

SPIN Selling

Neil Rackham

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