Understanding Objections
IceCubes detects four types of sales objections based on the BANT framework: Budget, Authority, Need, and Timing.
The BANT Framework
BANT is a classic sales qualification framework. When prospects raise these objections, it often indicates where they are in the buying process and what concerns need to be addressed.
Budget Objections
Financial constraints, pricing concerns, cost comparisons.
Examples: "That's more than we budgeted," "We can't afford that right now," "Your competitor is cheaper"
Authority Objections
Lack of decision-making power, need for stakeholder approval.
Examples: "I need to run this by my manager," "The CFO makes these decisions," "Let me check with the team"
Need Objections
Questions about necessity, fit, or relevance of the solution.
Examples: "We already have a solution," "I'm not sure we need this," "What problem does this solve?"
Timing Objections
Not the right time, delays, competing priorities.
Examples: "Maybe next quarter," "We're too busy right now," "Can we revisit this in a few months?"
How Objections Are Detected
IceCubes uses pattern matching and contextual analysis to identify objections:
- Keyword patterns: Common objection phrases and variations
- Speaker context: Who said it (internal vs. external)
- Conversation flow: Context around the statement
Using Objection Data
During Deal Reviews
Quickly scan the Insights tab to understand what objections were raised. This helps sales managers coach reps on how to handle specific concerns.
For Pipeline Analysis
If you notice the same objections appearing across multiple deals, it may indicate a messaging gap or a competitive weakness to address.
Follow-up Planning
Use detected objections to plan your next conversation. Prepare specific responses or materials to address the concerns raised.
Tips for Handling Objections
| Objection Type | Suggested Response Strategy |
|---|---|
| Budget | Focus on ROI, offer payment plans, show cost of inaction |
| Authority | Offer to present to stakeholders, provide executive summary |
| Need | Ask discovery questions, share relevant case studies |
| Timing | Create urgency, offer pilot programs, set follow-up dates |