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Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
Objection handling 201
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Objection handling 201

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by: Allison Smith, Vorsight

by: Allison Smith, Vorsight

Published in: Business, Technology
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  • 1. Objection Handling 201 @allisonIsmith Allison Smith Director of Sales #vorsight
  • 2. Attention Meeting Needs ID Solution Close InterestTOFU BOFU @allisonIsmith
  • 3. BOFU TOFU Which objections are tougher for you? 73% 27% @allisonIsmith
  • 4. “How Do I Overcome Objections in Different Parts of the Buying Process?”
  • 5. Agenda 1. Objection Prevention 2. Top of Funnel Objections 3. Bottom of Funnel Objections
  • 6. 1 Objection Prevention
  • 7. ICP Example Vorsight ICP Criteria Criteria Sweet Spot Sales team size 5-250 (sales role we train) Vertical software, B2B services, telecom, manufacturing, life sciences Sales roles hunters, lead gen, broader/deeper Open sales jobs hiring/growing Lack internal resources limited training resources Invest in training history of hiring 3rd party training How source opps prospecting, lead qualification @allisonIsmith
  • 8. @allisonIsmith
  • 9. Caller ID Looks Different @allisonIsmith
  • 10. Social Connection @allisonIsmith
  • 11. 3x3 Research @allisonIsmith
  • 12. Current Processes & Systems @allisonIsmith
  • 13. Hypothesis of Need RANT @allisonIsmith
  • 14. Risk to Mitigate? @allisonIsmith
  • 15. Peer Accomplishments? @allisonIsmith
  • 16. Hypothesis of Need or Pain? @allisonIsmith
  • 17. Trouble @allisonIsmith
  • 18. Get 3x3s & HoN in Your CRM!
  • 19. 2Top of Funnel Objections
  • 20. @allisonIsmith
  • 21. What Do Objections OTP Actually Mean? @allisonIsmith
  • 22. 1. I’m Not Listening 2. I’m Confused 3. I Don’t See the Value @allisonIsmith
  • 23. @allisonIsmith
  • 24. Features, Advantages, Benefits @allisonIsmith
  • 25. Address It Directly @allisonIsmith
  • 26. Probe with Questions (Before you earn the right to) @allisonIsmith
  • 27. @allisonIsmith
  • 28. @allisonIsmith
  • 29. Verbal Judo Steps:
  • 30. #1 Listen @allisonIsmith
  • 31. It’s funny that you mention that because… I get that a lot I see what you are saying Definitely...that’s exactly why I’m calling Others tell me that… You probably get a bunch of these calls I feel where you’re coming from #2 Empathize & Repeat @allisonIsmith
  • 32. #3 Use Client Voice @allisonIsmith
  • 33. #4 Objection Handling Toolkit @allisonIsmith
  • 34. Let’s Practice Verbal Judo
  • 35. “We’re Happy with Our Current Vendor” @allisonIsmith
  • 36. “I have no budget.” @allisonIsmith
  • 37. “Talk to my direct report Ashley Becker.” @allisonIsmith
  • 38. “Not interested.” @allisonIsmith
  • 39. 3Bottom of Funnel Objections
  • 40. @allisonIsmith
  • 41. Qualification in 6 Step
  • 42. Purpose @allisonIsmith
  • 43. Probe to ID & Develop Needs @allisonIsmith
  • 44. Consult & Provide Insights @srichardv
  • 45. Match Solutions @allisonIsmith
  • 46. Landscape of DM Types @allisonIsmith
  • 47. Next Steps & Observable Behavior @allisonIsmith
  • 48. @allisonIsmith
  • 49. @allisonIsmith
  • 50. www.vorsight.com/ondemand-webinars @allisonIsmith Objection Handling 201

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