The Objections section in AIRO Coach allows you to list, categorize, and analyze the most common objections encountered by your sales team during calls. In this guide, you’ll learn how to navigate to objection management, filter your view, create new objections with customized rebuttals and proof points, and strengthen your team's talk tracks.

Create and manage objections in AIRO Coach

1. Access objection management and filter your view

Navigate to your Empower settings and filter your objections dashboard to view default or custom objection items.

1. Open the Settings menu in Empower.

2. In the left navigation sidebar, click on the AIRO Coach tab.

3. Click on Objections.

4. Select your preferred view tab: All, Custom, or Templates.

5. Review the list of default objections and any custom objections created by your team.

2. Create a new objection and enter general information

Set up the core identity, visual appearance, and prompt description for your new objection.

1. Click on create.

2. Click on the Add Objections button to start creating a new objection.

3. Type an Objection Name in the title field (e.g., "Price objection" or "Not the right time").

4. Choose an Emoji and a Color to customize the visual appearance of the objection.

5. Enter a descriptive Prompt detailing text instructions or reformulations of the objection : 

"If the customer raises the following objection: Your solution looks good, but your competitor is 30% cheaper. Why should I pay more?, respond with this rebuttal. Guidelines: Acknowledge the concern first. Keep the response under 3 sentences. Be confident, consultative, and evidence-based. Focus on the value of our solution rather than criticizing the competitor."

3. Configure rebuttals and supporting proof points

Provide sales representatives with effective responses and concrete evidence to overcome prospect pushback.

1. Enter your Rebuttals (add one or several potential responses separated by commas; e.g., "Our solution is more complete in the long run, We provide better customer support").

That's a fair question. While the upfront price may be lower, our platform includes AI call summaries, CRM synchronization, and dedicated customer support at no extra cost, which often reduces manual work and delivers greater value over time.

2. Add Proof Points to support your rebuttals with concrete evidence (e.g., customer testimonials, case studies, key statistics, or industry awards).

3. Click on Add Objection to confirm and save your new objection.

Our pricing includes AI call summaries, CRM synchronization, and dedicated customer support at no additional cost—features that often require paid add-ons with other solutions.

Adding verified proof points alongside rebuttals gives sales reps immediate credibility and data-backed talking points when addressing objections during live calls.

🎉 You now know how to create and manage objections in AIRO Coach and can help your sales representatives continuously improve their talking points and handle prospect pushback effectively!