Your BDC wins or loses on the two minutes after the objection. Use these frames and drills to keep momentum and land the appointment.
Common objections and frames
- Price: “Happy to make sure it fits your budget. I can have options ready — is 5:40 or 6:20 better to review?”
- Availability: “I’ll confirm status and pull a comparable as a backup. Today at 5:40 or tomorrow 11:20?”
- Payment: “We’ll make the numbers make sense together. When works to review — 5:40 or 6:20?”
- Just looking: “Perfect — I’ll have a quick look prepared so you get straight answers. 5:40 or 6:20?”
Drill blocks (15 minutes)
- Mirror & bridge: acknowledge, then propose time
- 10 rapid‑fire reps per objection; switch roles
- Score: control tone, clarity, single time proposal
Manager QA
- No debating details before time proposal
- One value point, not a list
- Confirmation sent immediately on acceptance
Recovery after a stall
- Send a recap text with one value and two times
- Follow with a friendly voicemail 5–10 minutes later
