• Like

Thanks for flagging this SlideShare!

Oops! An error has occurred.

Steve Richard - Handling Objections and Getting to Yes

  • 847 views
Published

http://www.insidesales.com/events/2014/sales-acceleration-summit/steve-richard …

http://www.insidesales.com/events/2014/sales-acceleration-summit/steve-richard

Session Overview
During a cold call, it's not uncommon to get an objection or two from top decision makers. What you do with those objections can make or break a deal.

In "Handling Objections and Getting to Yes" Steve Richard will give you the tools to:

Understand what objections actually mean
Prevent objections all together
Overcome objections at the top of the funnel
Utilize insight selling to remove objections at the bottom of the funnel

Published in Business
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Be the first to comment
    Be the first to like this
No Downloads

Views

Total Views
847
On SlideShare
0
From Embeds
0
Number of Embeds
2

Actions

Shares
Downloads
15
Comments
0
Likes
0

Embeds 0

No embeds

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
    No notes for slide

Transcript

  • 1. #SalesSummit | @srichardv
  • 2. #SalesSummit | @srichardv Handling Objections and Getting to Yes Steve Richard Managing Partner Vorsight
  • 3. #SalesSummit | @srichardv Attention Meeting Needs ID Solution Close InterestTOFU BOFU
  • 4. #SalesSummit | @srichardv “How Do I Overcome Objections in Different Parts of the Buying Process?”
  • 5. #SalesSummit | @srichardv Agenda 1. Top of Funnel Objections 2. Bottom of Funnel Objections
  • 6. #SalesSummit | @srichardv 1TOFU Objections
  • 7. #SalesSummit | @srichardv
  • 8. #SalesSummit | @srichardv What Do Objections OTP Actually Mean?
  • 9. #SalesSummit | @srichardv 1. I’m Not Listening 2. I’m Confused 3. I Don’t See the Value
  • 10. #SalesSummit | @srichardv
  • 11. #SalesSummit | @srichardv Features, Advantages , Benefits
  • 12. #SalesSummit | @srichardv Address It Directly
  • 13. #SalesSummit | @srichardv Probe with Questions (Before you earn the right to)
  • 14. #SalesSummit | @srichardv
  • 15. #SalesSummit | @srichardv
  • 16. #SalesSummit | @srichardv 2BOFU Objections
  • 17. #SalesSummit | @srichardv
  • 18. #SalesSummit | @srichardv Qualification in 6 Steps
  • 19. #SalesSummit | @srichardv Purpose
  • 20. #SalesSummit | @srichardv Probe to ID & Develop Needs
  • 21. #SalesSummit | @srichardv Consult & Provide Insights
  • 22. #SalesSummit | @srichardv Match Solutions
  • 23. #SalesSummit | @srichardv Landscape of DM Types
  • 24. #SalesSummit | @srichardv Next Steps & Observable Behavior
  • 25. #SalesSummit | @srichardv
  • 26. #SalesSummit | @srichardv http://marketing.vorsight.com/linkedin-diagnostic @srichardv Unlock the Secrets to Handling Objections