Objection handling 201

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Objection handling 201

  1. 1. Objection Handling 201 @allisonIsmith Allison Smith Director of Sales #vorsight
  2. 2. Attention Meeting Needs ID Solution Close InterestTOFU BOFU @allisonIsmith
  3. 3. BOFU TOFU Which objections are tougher for you? 73% 27% @allisonIsmith
  4. 4. “How Do I Overcome Objections in Different Parts of the Buying Process?”
  5. 5. Agenda 1. Objection Prevention 2. Top of Funnel Objections 3. Bottom of Funnel Objections
  6. 6. 1 Objection Prevention
  7. 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. 8. @allisonIsmith
  9. 9. Caller ID Looks Different @allisonIsmith
  10. 10. Social Connection @allisonIsmith
  11. 11. 3x3 Research @allisonIsmith
  12. 12. Current Processes & Systems @allisonIsmith
  13. 13. Hypothesis of Need RANT @allisonIsmith
  14. 14. Risk to Mitigate? @allisonIsmith
  15. 15. Peer Accomplishments? @allisonIsmith
  16. 16. Hypothesis of Need or Pain? @allisonIsmith
  17. 17. Trouble @allisonIsmith
  18. 18. Get 3x3s & HoN in Your CRM!
  19. 19. 2Top of Funnel Objections
  20. 20. @allisonIsmith
  21. 21. What Do Objections OTP Actually Mean? @allisonIsmith
  22. 22. 1. I’m Not Listening 2. I’m Confused 3. I Don’t See the Value @allisonIsmith
  23. 23. @allisonIsmith
  24. 24. Features, Advantages, Benefits @allisonIsmith
  25. 25. Address It Directly @allisonIsmith
  26. 26. Probe with Questions (Before you earn the right to) @allisonIsmith
  27. 27. @allisonIsmith
  28. 28. @allisonIsmith
  29. 29. Verbal Judo Steps:
  30. 30. #1 Listen @allisonIsmith
  31. 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. 32. #3 Use Client Voice @allisonIsmith
  33. 33. #4 Objection Handling Toolkit @allisonIsmith
  34. 34. Let’s Practice Verbal Judo
  35. 35. “We’re Happy with Our Current Vendor” @allisonIsmith
  36. 36. “I have no budget.” @allisonIsmith
  37. 37. “Talk to my direct report Ashley Becker.” @allisonIsmith
  38. 38. “Not interested.” @allisonIsmith
  39. 39. 3Bottom of Funnel Objections
  40. 40. @allisonIsmith
  41. 41. Qualification in 6 Step
  42. 42. Purpose @allisonIsmith
  43. 43. Probe to ID & Develop Needs @allisonIsmith
  44. 44. Consult & Provide Insights @srichardv
  45. 45. Match Solutions @allisonIsmith
  46. 46. Landscape of DM Types @allisonIsmith
  47. 47. Next Steps & Observable Behavior @allisonIsmith
  48. 48. @allisonIsmith
  49. 49. @allisonIsmith
  50. 50. www.vorsight.com/ondemand-webinars @allisonIsmith Objection Handling 201

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