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.

1. Objection Handling 201
@allisonIsmith
Allison Smith
Director of Sales
#vorsight

2. Attention
Meeting
Needs ID
Solution
Close
InterestTOFU
BOFU
@allisonIsmith

3. BOFU
TOFU
Which objections are tougher for you?
73%
27%
@allisonIsmith

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

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

6. 1
Objection Prevention

7. 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
@allisonIsmith

8. @allisonIsmith

9. Caller ID Looks Different
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10. Social Connection
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11. 3x3 Research
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12. Current Processes & Systems
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13. Hypothesis of Need
RANT
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14. Risk to Mitigate?
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15. Peer Accomplishments?
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16. Hypothesis of Need or Pain?
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17. Trouble
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18. Get 3x3s & HoN in Your CRM!

19. 2Top of Funnel
Objections

20. @allisonIsmith

21. What Do Objections
OTP Actually Mean?
@allisonIsmith

22. 1. I’m Not Listening
2. I’m Confused
3. I Don’t See the Value
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23. @allisonIsmith

24. Features,
Advantages, Benefits
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25. Address It Directly
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26. Probe with Questions
(Before you earn the right to)
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27. @allisonIsmith

28. @allisonIsmith

29. Verbal Judo Steps:

30. #1 Listen
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31. 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
#2 Empathize & Repeat
@allisonIsmith

32. #3 Use Client Voice
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33. #4 Objection Handling Toolkit
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34. Let’s Practice
Verbal Judo

35. “We’re Happy with
Our Current Vendor”
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36. “I have no budget.”
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37. “Talk to my direct
report Ashley Becker.”
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38. “Not interested.”
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39. 3Bottom of Funnel
Objections

40. @allisonIsmith

41. Qualification in 6 Step

42. Purpose
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43. Probe to ID & Develop Needs
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44. Consult & Provide Insights
@srichardv

45. Match Solutions
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46. Landscape of DM Types
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47. Next Steps & Observable Behavior
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48. @allisonIsmith

49. @allisonIsmith

51. www.vorsight.com/ondemand-webinars
@allisonIsmith
Objection Handling 201