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name: creating-sales-playbooks
description: Creates comprehensive sales playbooks including objection handling scripts, call scripts, and battle cards. Use when building sales processes, training materials, or competitive positioning documents.
---

Sales Playbook Creation

Input: "Need objection handling for price concerns in SaaS sales"

Output:
OBJECTION: "Your solution is too expensive"

SCRIPT:
1. Acknowledge: "I understand price is a key consideration..."
2. Clarify: "What's your current budget range for this type of solution?"
3. Reframe: "Let's look at the cost of not solving this problem..."
4. Evidence: "Our customers typically see 3x ROI within 6 months..."
5. Options: "We have flexible pricing tiers. Which features are must-haves?"

BATTLE CARD:
- Average deal size: $X
- ROI timeline: 6 months
- Competitive advantage: Feature Y saves 10 hours/week

Progress:

• Identify target personas and pain points
• Map common objections by sales stage
• Create response frameworks for each objection
• Develop talk tracks and scripts
• Build competitive battle cards
• Test scripts with sales team
• Iterate based on win/loss data

Core Components

1. Objection Handling Framework

   • Acknowledge → Clarify → Reframe → Evidence → Close

2. Call Scripts Structure

   • Opening hook (15 seconds)
   • Discovery questions
   • Demo flow
   • Closing techniques

3. Battle Cards Format

   • Competitor strengths/weaknesses
   • Differentiation points
   • Proof points and case studies
   • Pricing positioning

Example 1: Cold Call Script Input: B2B software, targeting marketing directors Output:

"Hi [Name], this is [You] from [Company]. I know you're busy, so I'll be brief. 
I'm calling because companies like [Similar Company] are struggling with 
[specific pain point]. We helped them [specific result] in [timeframe]. 
Do you have 30 seconds for me to explain how?"

Example 2: Competitive Battle Card Input: Competing against Competitor X Output:

COMPETITOR X vs US
Their Strength: Lower price point
Our Response: "While they're cheaper upfront, customers typically need 2-3 additional tools to match our functionality. Total cost of ownership is actually 40% higher."

Our Advantage: Advanced analytics
Proof Point: "[Customer] reduced reporting time from 8 hours to 30 minutes weekly"

Example 3: Feature Objection Input: "We don't need all those features" Output:

ACKNOWLEDGE: "I understand you want to keep things simple."
CLARIFY: "Which features seem unnecessary for your current needs?"
REFRAME: "Many customers start with core features and grow into others as their needs evolve."
EVIDENCE: "85% of our customers use at least 5 features within their first year."
CLOSE: "We can start with a basic configuration and expand as needed."

• Use the customer's language - Mirror their terminology and pain points
• Lead with outcomes - Start with results, not features
• Quantify everything - Specific numbers beat vague claims
• Create urgency - Include time-sensitive elements
• Practice active listening - Build in pause points for customer responses
• Stack proof points - Multiple small evidences beat one big claim
• End with questions - Always include a follow-up question

• Over-scripting - Don't make reps sound robotic; provide frameworks, not word-for-word scripts
• Feature dumping - Focus on benefits and outcomes, not technical specifications
• Ignoring buyer stages - Different objections arise at awareness vs. decision stages
• One-size-fits-all - Customize for different personas and company sizes
• Missing emotional drivers - Address both logical and emotional buying motivations
• Static content - Update battle cards quarterly based on competitive intelligence
• No practice component - Include role-play scenarios and objection drills