Objection handling

Answering "we already have a tool", "no budget" and "not now" without arguing, so the conversation continues.

Most objections are not refusals; they are the prospect testing whether you understand their situation. "We already use X" is a question about what you do differently. "Not now" is a question about what changes if they wait.

The pattern is acknowledge, ask, then answer: agree the concern is reasonable, ask one question to find what is behind it, and only then respond. The list of real objections a team hears is also the best input to its positioning.