Downloaded 100 times
Uploaded byB2BCamp
Objection handling 201
1. The document discusses overcoming objections at different stages of the sales process, from top of funnel to bottom of funnel. 2. It addresses objection prevention strategies like understanding customer needs and pain points. 3. Top of funnel objections commonly mean the prospect is not listening, confused, or doesn't see value, and can be addressed by focusing on features, advantages, and benefits. 4. Bottom of funnel objections are handled through a six step qualification and needs development process.
More Related Content
Similar to Objection handling 201
Objection handling 201
- 1. Objection Handling 201 @allisonIsmith AllisonSmith Director of Sales #vorsight
- 2.
- 3. BOFU TOFU Which objections aretougher for you? 73% 27% @allisonIsmith
- 4. “How Do IOvercome Objections in Different Parts of the Buying Process?”
- 5. Agenda 1. Objection Prevention 2.Top of Funnel Objections 3. Bottom of Funnel Objections
- 6.
- 7. ICP Example Vorsight ICPCriteria 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 @allisonIsmith
- 8.
- 9. Caller ID LooksDifferent @allisonIsmith
- 10.
- 11.
- 12. Current Processes &Systems @allisonIsmith
- 13.
- 14.
- 15.
- 16. Hypothesis of Needor Pain? @allisonIsmith
- 17.
- 18. Get 3x3s &HoN in Your CRM!
- 19.
- 20.
- 21. What Do Objections OTPActually Mean? @allisonIsmith
- 22. 1. I’m NotListening 2. I’m Confused 3. I Don’t See the Value @allisonIsmith
- 23.
- 24.
- 25.
- 26. Probe with Questions (Beforeyou earn the right to) @allisonIsmith
- 27.
- 28.
- 29.
- 30.
- 31. It’s funny thatyou 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 #2 Empathize & Repeat @allisonIsmith
- 32. #3 Use ClientVoice @allisonIsmith
- 33. #4 Objection HandlingToolkit @allisonIsmith
- 34.
- 35. “We’re Happy with OurCurrent Vendor” @allisonIsmith
- 36. “I have nobudget.” @allisonIsmith
- 37. “Talk to mydirect report Ashley Becker.” @allisonIsmith
- 38.
- 39.
- 40.
- 41.
- 42.
- 43. Probe to ID& Develop Needs @allisonIsmith
- 44. Consult & ProvideInsights @srichardv
- 45.
- 46. Landscape of DMTypes @allisonIsmith
- 47. Next Steps &Observable Behavior @allisonIsmith
- 48.
- 49.
- 51.