Steve Richard - Handling Objections and Getting to Yes

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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

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Steve Richard - Handling Objections and Getting to Yes

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

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