This document provides guidance on handling objections at different stages of the sales process. It begins by discussing objection prevention strategies. Then it addresses common top of funnel objections like lack of interest and provides techniques for addressing them directly and with questions. Finally, it discusses how to handle more substantial bottom of funnel objections by probing needs, providing insights, and focusing on next steps.

1. Objection Handling
@discoverorg #vorsight @srichardv

2. Top Sales Effectiveness Initiatives for 2012
Revising/enhancing our lead generation programs 0.459
Revising our sales process 0.38
Improving sales rep access to information 0.346
Analyzing our customer's buying process 0.332
More closely aligning sales and marketing 0.328
Enhancing sales team communications 0.326
Revising our sales tools 0.312
Revising our sales team structure 0.286
Evaluating/implementing CRM solutions 0.282
Revising our channel strategy 0.252
Revising our compensation program 0.249
Revising our sales rep hiring strategy 0.185
0% 10% 20% 30% 40% 50%

4. “On average, sales reps dedicate
15% of time to prospecting; that
isn’t much time to create 60-
70% of the overall new leads
needed to maintain a 3x
pipeline-to-quota ratio.”

9. TOFU Interest
Attention
Meeting
Needs ID
BOFU
Solution
Close

10. “How Do I Overcome
Objections in Different
Parts of the Buying
Process?”

11. Agenda
1. Objection Prevention
2. Top of Funnel Objections
3. Bottom of Funnel Objections

12. 1
Objection Prevention

13. 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

15. Caller ID Looks Different

16. Social Connection

17. 3x3 Research

18. Current Processes & Systems

19. Hypothesis of Need & Pain

20. Fix, Accomplish, Avoid?

21. Get 3x3s & HoN in Your CRM!

22. 2
Top of Funnel
Objections

24. What Do Objections
OTP Actually Mean?

25. 1. I’m Not Listening
2. I’m Confused
3. I Don’t See the Value

27. Features, Advantages
, Benefits

28. Address It Directly

29. Probe with Questions
(Before you earn the right to)

32. Verbal Judo Steps:

33. #1 Listen

34. #2 Empathize & Repeat
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

35. #3 Use Client Voice

36. #4 Objection Handling Toolkit

37. Let’s Practice
Verbal Judo

38. “We’re Happy with
Our Current Vendor”

39. “I have no budget.”

40. “Talk to my direct
report.”

41. “Not interested.”

42. 3
Bottom of Funnel
Objections

44. Purpose

45. Probe to ID & Develop Needs

46. Consult & Provide Insights

47. Match Solution

48. Landscape of DM Types

49. Next Steps & Observable Behavior

53. Hundreds of IT Firms have chosen DiscoverOrg

54. @discoverorg @srichardv
www.vorsight.com/roi