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“What is this in regards to?”
Most Common Objections
Are you a salesperson that is trying to sell something?
Should I try to get rid of you?
Goal
Honest Answer
• Introduce yourself and your company
• Schedule an appointment or meeting
• Learn about the prospect’s needs
• Share details about the product that you have to offer
• Sell your product to the prospect
Objection Handling
Options
Option 1 – Comply
Option 2 – Overcome
Option 3 – Deflect
Option 1 – Comply
Option 2 – Overcome
Option 3 – Deflect the Objection
Well, the reason for my call is that we
help [value proposition].
What is this in regards to? • Does not provide salesperson confirmation
• Functions almost as a curve ball
• Keeps you alive and call going
• Could create curiosity
The reason for my call is that we help sales trainers to:
• Make it easier to teach reps what to say
• Decrease new hire ramp-up time
• Improve how reps perform
• Make the training department look great
What is this in regards to?
Is this a sales call?
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
PRODUCT
The SMART Sales System
FEATURES
• Web-based sales training system
• Teaches what to say and ask
• Sales playbook library
• Sales Role-Play Simulator
• Sales gamification
DIFFERENTIATION
• Only sales tool that tells what to
say and ask
• Only sales simulation tool
• Consultative selling approach
• Makes learning how to sell easy
TARGET
SALES TRAINERS IMPROVEMENTS
• Make it easier to teach reps what to say
• Decrease new hire ramp-up time
• Improve how reps perform
• Make the training department look great
• Make something work better
• Make something easier
• Decrease the time it takes to
do something
• Increase revenue or income
• Decrease costs or expenses
• Improve product quality
• Decrease the risk of
something bad happening
• Improve visibility or access to
information
VALUE
The SMART Sales System
FEATURES
• Web-based sales training system
• Teaches what to say and ask
• Sales playbook library
• Sales Role-Play Simulator
• Sales gamification
DIFFERENTIATION
• Only sales tool that tells what
to say and ask
• Only sales simulation tool
• Consultative selling approach
• Makes learning how to sell
easy
FOR SALES TRAINERS
IMPROVEMENTS
• Make it easier to teach reps what to say
• Decrease new hire ramp-up time
• Improve how reps perform
• Make the training department look great
CHALLENGES/CONCERNS
• Difficult teaching reps everything they
need to say
• Takes a long time to get reps ramped up
and producing
• Too many reps not performing well
• Training does not get enough credit
PAIN QUESTIONS
• How difficult is it to teach reps
everything they need to say?
• Do you need to decrease the time it
takes to get sales reps ramped up
and producing?
• How much pressure is there to get
reps performing better?
• Is the training department getting the
credit it deserves?
CUSTOMER EXAMPLE
• We worked with a sales trainer
• They were having difficulty teaching
reps everything they need to say
• We helped to solve that with our
SMART Sales System
• Made it easier to teach reps what to
say
• Improved performance for every rep
on the team
PRODUCT TARGET VALUE PAIN QUESTIONS
CUSTOMER
EXAMPLE
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
Building Blocks
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
Cold Call Script
Please
Like
Comment
Share
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SMART
Sales
System
S
M
A
R
T
ales
essaging
nd
esponse
actics
Sales Tools (Scripts)
Call Scripts
Email
Messages
Voicemail
Scripts
Objection
Responses
Meeting
Scripts
Sales
Presentation
Sales Message (Sales Pitch)
Product
Target
Buyer
Type
Value
Points
Pain
Points
Questions
Customer
Examples
Sales Tactics and Processes (Tips)
Cold Calling
Cold
Emailing
Voicemail
Strategy
Objection
Handling
Dealing with
Gatekeepers
Meeting with
Prospects
Qualifying
Sales
Process
Networking Closing
Level 1
Level 2
Level 3
Sales Tools (Scripts)
Call Scripts
Email
Messages
Voicemail
Scripts
Objection
Responses
Meeting
Scripts
Sales
Presentation
Sales Message (Sales Pitch)
Product
Target
Buyer
Type
Value
Points
Pain
Points
Questions
Customer
Examples
Sales Tactics and Processes (Tips)
Cold Calling
Cold
Emailing
Voicemail
Strategy
Objection
Handling
Dealing with
Gatekeepers
Meeting with
Prospects
Qualifying
Sales
Process
Networking Closing
Level 1
Level 2
Level 3
Sales Tools (Scripts)
Call Scripts
Email
Messages
Voicemail
Scripts
Objection
Responses
Meeting
Scripts
Sales
Presentation
Sales Message (Sales Pitch)
Product
Target
Buyer
Type
Value
Points
Pain
Points
Questions
Customer
Examples
Sales Tactics and Processes (Tips)
Cold Calling
Cold
Emailing
Voicemail
Strategy
Objection
Handling
Dealing with
Gatekeepers
Meeting with
Prospects
Qualifying
Sales
Process
Networking Closing
Level 1
Level 2
Level 3
Sales Tools (Scripts)
Call Scripts
Email
Messages
Voicemail
Scripts
Objection
Responses
Meeting
Scripts
Sales
Presentation
Sales Message (Sales Pitch)
Product
Target
Buyer
Type
Value
Points
Pain
Points
Questions
Customer
Examples
Sales Tactics and Processes (Tips)
Cold Calling
Cold
Emailing
Voicemail
Strategy
Objection
Handling
Dealing with
Gatekeepers
Meeting with
Prospects
Qualifying
Sales
Process
Networking Closing
Level 1
Level 2
Level 3
Sales Tools (Scripts)
Call Scripts
Email
Messages
Voicemail
Scripts
Objection
Responses
Meeting
Scripts
Sales
Presentation
Sales Message (Sales Pitch)
Product
Target
Buyer
Type
Value
Points
Pain
Points
Questions
Customer
Examples
Sales Tactics and Processes (Tips)
Cold Calling
Cold
Emailing
Voicemail
Strategy
Objection
Handling
Dealing with
Gatekeepers
Meeting with
Prospects
Qualifying
Sales
Process
Networking Closing
Level 1
Level 2
Level 3
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How to Respond to What Is This In Regards To

  • 1. “What is this in regards to?”
  • 3. Are you a salesperson that is trying to sell something? Should I try to get rid of you? Goal
  • 4. Honest Answer • Introduce yourself and your company • Schedule an appointment or meeting • Learn about the prospect’s needs • Share details about the product that you have to offer • Sell your product to the prospect
  • 5.
  • 6. Objection Handling Options Option 1 – Comply Option 2 – Overcome Option 3 – Deflect
  • 7. Option 1 – Comply
  • 8. Option 2 – Overcome
  • 9. Option 3 – Deflect the Objection
  • 10. Well, the reason for my call is that we help [value proposition]. What is this in regards to? • Does not provide salesperson confirmation • Functions almost as a curve ball • Keeps you alive and call going • Could create curiosity
  • 11. The reason for my call is that we help sales trainers to: • Make it easier to teach reps what to say • Decrease new hire ramp-up time • Improve how reps perform • Make the training department look great What is this in regards to? Is this a sales call? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
  • 12. PRODUCT The SMART Sales System FEATURES • Web-based sales training system • Teaches what to say and ask • Sales playbook library • Sales Role-Play Simulator • Sales gamification DIFFERENTIATION • Only sales tool that tells what to say and ask • Only sales simulation tool • Consultative selling approach • Makes learning how to sell easy TARGET SALES TRAINERS IMPROVEMENTS • Make it easier to teach reps what to say • Decrease new hire ramp-up time • Improve how reps perform • Make the training department look great • Make something work better • Make something easier • Decrease the time it takes to do something • Increase revenue or income • Decrease costs or expenses • Improve product quality • Decrease the risk of something bad happening • Improve visibility or access to information VALUE
  • 13. The SMART Sales System FEATURES • Web-based sales training system • Teaches what to say and ask • Sales playbook library • Sales Role-Play Simulator • Sales gamification DIFFERENTIATION • Only sales tool that tells what to say and ask • Only sales simulation tool • Consultative selling approach • Makes learning how to sell easy FOR SALES TRAINERS IMPROVEMENTS • Make it easier to teach reps what to say • Decrease new hire ramp-up time • Improve how reps perform • Make the training department look great CHALLENGES/CONCERNS • Difficult teaching reps everything they need to say • Takes a long time to get reps ramped up and producing • Too many reps not performing well • Training does not get enough credit PAIN QUESTIONS • How difficult is it to teach reps everything they need to say? • Do you need to decrease the time it takes to get sales reps ramped up and producing? • How much pressure is there to get reps performing better? • Is the training department getting the credit it deserves? CUSTOMER EXAMPLE • We worked with a sales trainer • They were having difficulty teaching reps everything they need to say • We helped to solve that with our SMART Sales System • Made it easier to teach reps what to say • Improved performance for every rep on the team PRODUCT TARGET VALUE PAIN QUESTIONS CUSTOMER EXAMPLE
  • 16.
  • 18. Follow Us @salesscripter / @sales_halper @salesscripter / @michael_halper @salesscripter www.linkedin.com/in/mhalper/ @michael_halper
  • 20. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Customer Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
  • 21.
  • 22. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Customer Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
  • 23.
  • 24. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Customer Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
  • 25.
  • 26. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Customer Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
  • 27.
  • 28. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Customer Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
  • 29. Get your copy here https://www.amazon.com/dp/0578615762