Everyone in sales faces rejection on a daily basis. Good salespeople brush it off and move on. Great salespeople use objections as a platform to fight back and get to the close. In this webinar, our Co-Founder Ben Sardella teams up with Steli Efti, CEO of Close.io, to help you create a scalable and effective objection management framework for your sales team.

1. Objection
Management
A formula for getting from “no” to “yes”

2. Ben Sardella
Co-Founder
@BenSardella
Steli Efti
CEO
@Steli

3. Agenda
1. How to overcome the most common objections
• What questions you’ll need to ask
• How to respond
2. How to create your very own objection
management document
• Why you need an OMD
• What to include

4. No budget
Have I established value?
Am I targeting the right
contact / department?
Is the pain urgent/large
enough to justify?

5. Refer back to the mutually
agreed upon value
proposition during the
evaluation process.
No budget – how to respond
Reestablish the goals of
your prospect’s specific unit,
and look for ways to impact
other departments.
Discuss the opportunity cost
of not making a decision
now.

6. Wrong
contact
Do I fully understand my
contact’s motivations?
Have I built enough
confidence in my contact to
be a champion?
Have I identified the value
proposition for each contact
role?

7. Wrong contact – how to
respond
First, reiterate the value you
can deliver for that
individual – not anyone else.
Arm them with an airtight
value proposition they can
take to the decision-maker.
Work with them to present
the value proposition in a
successful way. (Extend
trial, give credits, etc.)

8. Using a competitor
How deeply is my contact
integrated with my
competitor’s solution?
What does my contact like /
dislike most about my
competitor?
How do my competitive
advantages map against their
current pain point?

9. Using a competitor – how to
respond
Focus on the positives of
your solution, not the
negatives of your
competitors’.
If possible, emphasize how
your product fits into their
current stack. (Integrations,
workflows, etc.)
Define an evaluation
process that draws out your
strengths relative to your
competitor.

10. No time
What’s most important and
urgent right now?
When would be a good
time?
Is there a time-limited offer I
can send?

11. Send more info
To send or not to send?
(more information)
Is this just a convenient
excuse to get off the phone?
How can I move the sales
conversation forward and
become more relevant?

12. Objection overkill
How can I help my prospect
prioritize?
Should I just let them get it
out of their system?
Ignore the nice-to-haves.

13. Too expensive
Did you talk price before
value?
Is it really price?
Can I show how my price
includes features competing
vendors charge extra for?

14. Why create an OBM?
Harnesses the collective
intelligence of the whole
sales team.
Ensures confident and
succinct delivery in line with
company branding.
Frees up mental RAM (reps
won’t always have to be
Johnny-on-the-spot).

15. Creating an OMD in 1
hour
• Don’t focus on perfection –
focus on getting it done.
• Get together for one hour to write
the first version.
• Write down the 10 most common
objections you encounter.
• Write down the best answer to
each objection in 3 sentences or
less.
• Train your team to use the OMD.

16. Iterate and improve
• Hold monthly meetings.
• Collect feedback.
• Add more objections.
• Improve existing answers.

17. Assign a champion
Somebody in your team needs
to…
• Make sure reps actually use the
OMD.
• Encourage reps to take notes
about objections and responses.

18. Close.io now integrates with Datanyze

19. Datanyze Insider – the all-in-one
browser extension for sales reps!
Free objection management
template, built by Steli!
https://www.datanyze.com/product/#prospect
http://resources.close.io/objection-management-template

20. Questions
?