How to Add Objections to a Competitor Battlecard in Playwise HQ

Table of Contents

About Objection Handling

Objection handling on a competitor battlecard captures the common concerns or pushback your sales reps hear when competing against a specific competitor, along with proven response strategies. By documenting objections and responses, you give your team a ready-made playbook to handle tough questions during sales conversations.

Each objection can optionally be tagged with one or more buyer personas, making it easy for reps to quickly find the responses most relevant to the stakeholder they are speaking with.

Key Benefits:

  • Prepare reps for tough conversations — Document the objections your team hears most and provide tested responses they can use immediately.
  • Tag by buyer persona — Assign objections to specific buyer personas (e.g., “CFO”, “CTO”, “Product Manager”) so reps can quickly find relevant responses for each stakeholder.
  • Build a growing objection library — As your team encounters new objections, they can be added to keep the battlecard current.
  • Rich formatting for detailed responses — Response strategies support rich text, so you can include bullet points, emphasis, and structured arguments.

What You Need to Know Before Adding Objections

User Role Requirements

Only users with an Admin or Editor role can add objections to a battlecard. Users with the Viewer role can view objections but cannot add or modify them.

Buyer Persona Tagging (Optional)

You can optionally tag each objection with one or more sales personas — colour-coded labels representing buyer roles (e.g., “CFO”, “Product Manager”, “CTO”). Personas must be created in your account settings before they can be used on objections.

If you do not see the buyer persona field, your administrator may have hidden the “Persona Tagging” field in the battlecard configuration. 

Field Visibility

The fields you see during editing depend on your account’s battlecard configuration. If your administrator has hidden the objection handling section, you will not see it in the edit form.

A Step by Step Guide on How to Add Objections to a Competitor Battlecard in Playwise HQ

Follow these steps to add objections and response strategies to a competitor battlecard.

Step 1: Open the Battlecard in Edit Mode

  1. Log in to your Playwise HQ account and go to your Dashboard.
  2. Click on the competitor battlecard you want to add objections to.
  3. On the battlecard view page, click the “Edit Battlecard” button (with a pencil icon) in the top-right area.

Tip: You can also click the “Add New Objection” button directly from the Objection Handling tab on the view page. This will take you straight to the relevant step in the edit form.

Step 2: Navigate to the Objection Handling Step

  1. In the edit form, navigate to the Objection Handling step (Step 5).
  2. You can get there by clicking the step label in the progress bar at the top, or by using the “Next” button to step through the form.

Step 3: Add an Objection

The Objection Handling step displays a list of objection cards. Each card starts with one empty objection.

To add an objection:

  1. Locate the first objection card (labelled “Objection 1”).

  2. Fill in the following fields:

    • Objection or Concern — The objection or concern that prospects commonly raise about your product when comparing you to this competitor. 

    • Response Strategy— Your recommended response to this objection. 

    • Relevant Buyer Persona (Optional) — Tag this objection to specific buyer personas. You can search and select from existing personas, or create a new persona inline by typing a name. 

  3. To add additional objections, click the “Add Objection” button (with a plus icon) below the existing objection cards. A new empty objection card will appear.

  4. To remove an objection, click the trash icon on the objection card. You cannot remove the last remaining objection.

Step 4: Save Your Changes

  1. Once you have added your objections, you can save in two ways:

    • Click “Save & Exit” to save all changes and return to the battlecard view page.
    • Click “Next” to continue to the next step (Products), and save later.

  2. A green notification will confirm your changes have been saved successfully.

Troubleshooting

Buyer Persona Field Is Not Visible

If you do not see the Relevant Buyer Persona field on your objection cards, one of two things may be the cause:

  1. The “Persona Tagging” field has been hidden in your battlecard configuration. Contact your administrator to enable it.

Cannot Add More Objections

Each battlecard supports a maximum of 50 objections. If you have reached this limit, consider consolidating similar objections.