Objection Library
What prospects push back on in sales calls, grouped by what it means for the deal, and the answer that works.
6 themes from 58 recorded calls · 56 mentions · updated after every call
Most raised
Zoom
- Price and return1527%
- Mentor fit1323%
- Timing1120%
- Time commitment611%
- Co-founder sign-off611%
- Already advised59%
Price and return
15 mentionsThe fee is weighed against a coach, a hire, or doing nothing.
Costs more than an executive coach9x
“I can get a coach for half that.”Raised by
+5Needs to see the return first6x
“Show me what founders got out of it in year one.”Raised by
+2
What works: Put the fee next to the cost of one wrong executive hire. Offer the 90-day check-in with a clear exit.
Mentor fit
13 mentionsWants proof the mentor has done their exact next stage.
Will the mentor know my industry?8x
“Healthcare is its own world.”Raised by
+4Wants to meet the mentor first5x
“I'd need to click with them.”Raised by
+1
What works: Send two named profiles with matching exits before the follow-up call.
Timing
11 mentionsMid-raise, mid-hire or mid-quarter. Almost never a no.
In the middle of a fundraise7x
“Can we revisit once the round closes?”Raised by
+3Quarter is already packed4x
“Everything is on fire until the end of the month.”Raised by
What works: Ask what changes after the raise, and book the follow-up for that date before the call ends.
Time commitment
6 mentionsWorried the program becomes one more meeting.
Two hours a month feels like a lot6x
“My calendar is the problem, not the solution.”Raised by
+2
What works: Two sessions a month, scheduled around their calendar. Mentors come prepared with the agenda.
Co-founder sign-off
6 mentionsThe decision is shared, and the other founder was not on the call.
Needs the co-founder on board6x
“Let me run it by my co-founder.”Raised by
+2
What works: Invite the co-founder to the follow-up call. Send the one-page summary the same day.
Already advised
5 mentionsBoard members or investors already play the role.
My investors already advise me5x
“I have a board for this.”Raised by
+1
What works: Board members advise the company; a mentor works for the founder. Different questions, different room.
56 genuine objections kept · 4 lines set aside as context, not objections
- Asked where the mentors are baseda question, not an objection
- Mentioned they are hiring a COOcontext for the brief
- Wanted the cohort start datea logistics question
- Said a competitor reached out last monthcontext, no concern raised