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The Gong.io Objection Handling Training Deck

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We analyzed over 67,000 demo recordings with AI and uncovered the following patterns about successful objection handling.

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The Gong.io Objection Handling Training Deck

  1. 1. 1 We analyzed over 67,000 demo recordings with AI and uncovered the following patterns about successful objection handling.
  2. 2. Opening lines that don’t work 2 Take a Breath, Then Respond Don’t rush in with an answer the second your prospect stops talking. Pause. For way longer than feels comfortable. Let their objection trigger you into slo-mo mode. After hearing an objection, star reps pause for much longer than their less successful peers. 1.8 1.2 .06 0 AveragePauseDurationAfterObjection(seconds) Top Performers Average Performers Respond by Pausing 5x Longer
  3. 3. Opening lines that don’t work 3 Don’t Get Panicky When you’re too eager to overcome an objection, you’re not thinking as clearly. You’re in panic mode. Know what else happens in panic mode? You talk faster — up to 188 words per minute — instead of maintaining a standard 173-176 like a star rep. Slow it Down Top Performers Average Performers
  4. 4. 4 Avoid Monologue Responses Talking in panic mode also makes you highly likely to pull a “knee-jerk” monologue for up to 21.45 seconds. A long, uninterrupted spiel is not the way to go. It’s not fun for anyone on the call. It reeks of insecurity and it’s ineffective.
  5. 5. Opening lines that don’t work 5 Seek to Clarify First Reps who respond too quickly to objections often address the wrong issue. They jump in to save the day and only make things worse. They frustrate the prospect and come off looking like they weren’t paying attention. And there’s such an easy solve on this one. Ask questions. Ask Questions % of Objections Followed by a Question Top Performers Average Performers
  6. 6. Opening lines that don’t work 6 Speak Less to Learn More Avoid the “knee-jerk” monologue response average reps can have to an objection. Ask questions and speak less after an objection to truly understand the objection your prospect is raising before responding to it. 24 16 8 0 AverageMonologueLength(Seconds) Successful Demos Unsuccessful Demos Learn Before Responding
  7. 7. gong.io/blog

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