The table › Prospecting
Prospecting
Objection cards for the Prospecting scenario.
ProspectingObjection
Prospecting Is Broken: Stop Pitching, Start Teaching
Buyer"I'm not interested" or "I don't have time" when a prospect feels they are being pitched to.
You"I'm not sure this is relevant to you, but I noticed something that might be worth a quick look. Would it be helpful if I shared what I've seen?"
MoveTeaching-based prospecting: lead with a useful insight or diagnostic question instead of a pitch.
ProspectingObjection
Why I Stopped Asking About Budget (and You Should Too)
Buyer"What's your budget?" — a question that often triggers defensiveness, stalls the conversation, or leads to an inaccurate number.
You"Rather than talk about budget right away, can we explore what's driving this project and what success looks like? Then we can shape options that fit."
MoveReplace budget interrogation with a problem-focused conversation that explores impact, priorities, and decision criteria without asking for a dollar figure.
ProspectingObjection
Prospecting Is Not About More Calls—It's About Being the Teacher
BuyerProspect thinks they need to make more calls to get results, but they are really avoiding the deeper work of teaching and diagnosing.
YouI'm not calling to pitch you—I'm calling to share an idea that might help you [specific outcome]. Can I ask you two quick questions to see if it's relevant?
MoveShift from volume-based prospecting to teaching-based prospecting: lead with insight, ask diagnostic questions, and position yourself as a trusted advisor.
ProspectingObjection
Stop Chasing Unqualified Leads: BANT Is Your Prospecting Filter
BuyerProspects often say they are not ready to buy or push back on qualification questions, revealing they may be unqualified or not the decision-maker.
YouI understand you're not ready to buy right now. To make sure I'm not wasting your time, could you share if you have a budget set aside for this, who else is involved in the decision, what problem you're hoping to solve, and when you're looking to implement a solution?
MoveBANT (Budget, Authority, Need, Timeline) as a prospecting filter to qualify leads early and focus on those who are a good fit.
ProspectingObjection
Prospecting Showdown: BANT vs. MEDDIC — Why I'd Ditch BANT for Big Deals
BuyerProspects often push back on deep qualification frameworks like MEDDIC by saying it feels too complex, slow, or intrusive for early-stage deals, or they resist sharing decision criteria and metrics.
You"I understand that sharing detailed metrics and decision criteria might feel premature. Would it be okay if we explored those together to ensure any solution we discuss truly fits your needs and delivers measurable value?"
MoveUse MEDDIC (Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion) as a structured discovery and qualification method, replacing BANT (Budget, Authority, Need, Timing) for complex, high-value sales.