Four Skills to turn Objections into Opportunities
Lightfield
Most objections that kill deals aren't new. And those patterns exist in your CRM.
Build and run these four skills in Lightfield to clear objections before they reach the demo. Start by surfacing what's recurring, when it surfaces, and by who. From there, branch in two directions: improve your public messaging and encode how you handle objections.
Each skill below includes the prompt to build it in Lightfield and suggestions to sharpen it with your ICP, stage definitions, and qualification criteria.
Learn how to use Skills and Knowledge in Lightfield.
Skill 1: Objection Pattern Library
Scans call notes, emails, and meeting summaries across every deal to extract objections, hesitations, and stated concerns. Groups them by theme, ranks by frequency, and surfaces which deal stage each theme most often appears. Run it against active deals and closed-lost from the last 90 days.
Why it matters: It’s hard to study your own patterns while you're in them. This skill runs across your full deal history and returns a ranked, stage-mapped view of every major objection your pipeline has recorded. It's the input every other skill in this chain builds on.
/create skill that scans all active deals and closed-lost deals from the
last 90 days.
For each deal, extract any objection, concern, or
hesitation raised by the prospect in call notes, emails,
and meeting summaries.
Group extracted objections into themes (e.g., pricing,
integration, timing, competitor preference, internal
priority). For each theme: count how many deals it
appears in, note which deal stage it most often surfaces,
and pull one verbatim example from the actual notes.
Output: a ranked table of objection themes with frequency,
stage of first appearance, and one verbatim example
per theme.Pro-tip: Define your deal stages in Knowledge before running this. Even simple stage names ("discovery / technical eval / procurement") give the skill enough context to surface when objections shift across your process.
Skill 2: Messaging Gap Identifier
Takes your top objection themes from the Pattern Library and searches your company's digital footprint: website copy, pricing page, documentation, blog posts, and third-party review surfaces. For each objection, identifies whether it's addressed somewhere prospects could find before the demo, where the coverage is thin, and where there's no coverage at all.
Why it matters: Prospects do their own research before they ever get on a demo. This skill checks whether the objections surfacing in your deals are already answered somewhere in your public content, and whether a prospect in evaluation mode could find them.
/create skill that takes the top 5 objection themes from the Objection
Pattern Library skill.
Search the following surfaces for content that addresses
each objection: [your website URL], [docs URL],
[blog URL], and G2 or Capterra reviews if available.
For each objection: determine whether it is addressed
on any public-facing surface (yes / partially / no),
identify the specific page or source if yes, and note
whether the coverage would be visible to a prospect
researching before a demo.
Output: a gap table showing objection theme, where it
is or isn't addressed publicly, and a one-line
recommendation: either surface what exists more
prominently, or create what's missing.Pro-tip: Half the time the answer already exists somewhere in your content. It just isn't positioned where a prospect in evaluation mode would find it.
Skill 3: Objection-Stage-Persona Mapper
Takes the output from the Pattern Library and cross-references each objection theme against deal stage, contact role, and deal size. Flags any combination that appears in three or more deals. The output is a prep guide your AE can run before entering any deal.
Why it matters: A new AE inherits your pipeline but not your pattern recognition. This skill gives them the specific context that takes a founder months of deals to build: not just what objections exist, but when they show up and who raises them.
/create skill that takes the objection theme list from the Objection Pattern
Library skill.
For each theme, cross-reference against: the deal stage
when the objection was first raised, the role of the
contact who raised it, and the deal size at the time.
Output: a matrix showing objection theme, stage, contact
role, and frequency. Flag any combination that appears
in 3 or more deals.Pro-tip: Add your contact role definitions to Knowledge before running this. If your deals include "VP Finance," "CFO," and "Head of Finance" as separate roles, the skill will split one pattern into three rows and dilute the signal.
Skill 4: Counter-Playbook Generator
Takes the top objections from the Mapper and finds your closed-won deals where those objections appeared. Extracts what was said, what was shared, and what moved things forward after the objection was raised. Surfaces the approaches that preceded deals closing.
Why it matters: Your won deals contain the best sales training your AE will ever get. This skill makes that accessible, not as a document you have to write, but extracted directly from the deals themselves.
/create skill that takes the top 5 objection themes from the Objection-Stage-
Persona Mapper skill.
For each theme, search closed-won deals where this
objection appeared. Extract what happened after the
objection was raised: language used in emails or call
notes, any content that was shared, and how long until
the deal moved forward.
Output: one response card per objection theme. Each
card should include: the objection, the persona and
stage context, 2-3 approaches that appeared in won
deals, and any content that helped. Keep examples
verbatim where possible.Pro-tip: Run this on recent won deals. Your early deals were probably won differently: different pricing, different positioning, different competitive landscape. If you have fewer than ten won deals, include partial wins where deals progressed significantly even if they didn't close.
Building these skills in Lightfield allows you to run them against your actual deal history: every call note, email, and meeting summary already in your CRM. That context is what makes the output specific.
