Individual
Cheat Sheet
Free
Renewal Objection Cheat Sheet
The one-page version of the objection guide — all 11 objections, the fear behind each, and a ready-to-say reframe — built to print and tape next to your monitor.
What's inside
- All 11 objections condensed into a single scannable table
- The real fear behind each objection in one line
- A 10-second reframe opener for each — ready to say out loud
- The one governing rule that applies across all 11
- Cross-reference to the full guide for deeper scripts when needed
Print this. Tape it next to your monitor. Full scripts and follow-up questions live in the Renewal Objection Handling Guide.
| # | Objection | Real fear | 10-second reframe |
|---|---|---|---|
| 1 | "Budget freeze this year" | They can't defend the line item upward | "Let's get you the numbers to defend this line, not just a renewal date." |
| 2 | "We're not using it enough" | Adoption stalled, not product-market fit | "The fix is adoption, not a smaller contract — let's diagnose why usage dropped." |
| 3 | "Competitor is cheaper" | Wants leverage or a genuine comparison | "Let's compare total cost, including what switching actually costs you." |
| 4 | "Can't prove ROI to leadership" | Champion lacks ammunition upward | "Let's build the one slide that answers what your leadership cares about." |
| 5 | "Champion left / new stakeholder" | New person has zero trust built | "Let's treat this like day one — walk me through what you're measured on." |
| 6 | "Want to renegotiate price" | Renewal feels like their only leverage | "Is it the number, or the value for the number? Those are different asks." |
| 7 | "Evaluating alternatives" | Wants to feel like an informed choice | "Evaluate against our actual use cases — I'll help build that scorecard." |
| 8 | "Haven't fully rolled out yet" | Doesn't want to pay for a stalled deployment | "Let's build the renewal around milestones to full rollout, not just a flat term." |
| 9 | "Considering building it ourselves" | Hasn't priced in maintenance cost | "Let's price build vs. buy honestly — including year 2, 3, 4 maintenance." |
| 10 | "Being acquired / reorganized" | Genuine uncertainty, may lose the decision | "Let's do a short bridge term instead of forcing a full annual commitment." |
| 11 | "Contract terms too rigid" | Past vendor lock-in burned them | "Let's start shorter at standard price, and earn the longer term next cycle." |
The one rule that covers all 11
Never answer the words of the objection. Answer the fear underneath it — and ask one diagnostic question before you touch price.
How to use it
Keep this open (or printed) during every renewal call. When you hear one of these 11 phrases, use the reframe as your opening line, then pull the full script from the Renewal Objection Handling Guide if you need more.