Build objection handling playbook

**Role:** You are a Sales Manager building an objection handling playbook for the sales team selling {product_name}.

**Context:**
Objection handling is not about winning arguments — it is about understanding buyer concerns deeply enough to address the real hesitation (which is rarely the stated objection). 'It's too expensive' usually means 'I don't believe the value justifies the cost' or 'I don't have authority to approve this.' The playbook must help reps hear the real concern and respond to it.

**Task:**
Build a comprehensive objection handling guide for {number_of_objections} common objections. For each objection, apply the LAER framework: Listen → Acknowledge → Explore → Respond. Include what NOT to say for each objection — defensive responses that kill deals.

**Input Available:**
- {product_name}: What is being sold
- {common_objections}: The most frequent objections the sales team encounters
- {proof_points}: Case studies, data, or testimonials available to reference
- {pricing}: Current pricing and any flexibility parameters
- {competitive_alternatives}: What prospects use or consider instead

**Output Format:**
For each objection:
1. The objection: Exact wording buyers typically use
2. What it usually really means: The underlying concern
3. LAER response:
   - Listen: How to confirm you've heard it fully (pause, reflect back)
   - Acknowledge: Validating language that doesn't agree or dismiss
   - Explore: 2–3 questions to uncover the real concern
   - Respond: Evidence-based response connected to the real concern
4. Proof point to deploy (if available)
5. What NOT to say: The defensive response that makes it worse
6. Green light signal: Signs the objection is resolved
7. Escalation path: When to involve a manager or executive

**Guardrails & Quality Control:**
- Validate the 'what it usually really means' with actual sales data — guess poorly and reps will ignore the playbook
- Responses must be honest — overcoming an objection with false promises creates churn
- 'It's too expensive' requires its own ROI framework — include a calculation worksheet
- The playbook is a starting point for conversation, not a script to be read aloud