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Objection handling 201

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B2BCamp
B2BCamp

by: Allison Smith, Vorsight

NegóciosTecnologia
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Objection Handling 201 @allisonIsmith Allison Smith Director of Sales #vorsight
Attention Meeting Needs ID Solution Close InterestTOFU BOFU @allisonIsmith
BOFU TOFU Which objections are tougher for you? 73% 27% @allisonIsmith
“How Do I Overcome Objections in Different Parts of the Buying Process?”
Agenda 1. Objection Prevention 2. Top of Funnel Objections 3. Bottom of Funnel Objections
1 Objection Prevention
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
@allisonIsmith
Caller ID Looks Different @allisonIsmith
Social Connection @allisonIsmith
3x3 Research @allisonIsmith
Current Processes & Systems @allisonIsmith
Hypothesis of Need RANT @allisonIsmith
Risk to Mitigate? @allisonIsmith
Peer Accomplishments? @allisonIsmith
Hypothesis of Need or Pain? @allisonIsmith
Trouble @allisonIsmith
Get 3x3s & HoN in Your CRM!
2Top of Funnel Objections
@allisonIsmith
What Do Objections OTP Actually Mean? @allisonIsmith
1. I’m Not Listening 2. I’m Confused 3. I Don’t See the Value @allisonIsmith
@allisonIsmith
Features, Advantages, Benefits @allisonIsmith
Address It Directly @allisonIsmith
Probe with Questions (Before you earn the right to) @allisonIsmith
@allisonIsmith
@allisonIsmith
Verbal Judo Steps:
#1 Listen @allisonIsmith
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
#3 Use Client Voice @allisonIsmith
#4 Objection Handling Toolkit @allisonIsmith
Let’s Practice Verbal Judo
“We’re Happy with Our Current Vendor” @allisonIsmith
“I have no budget.” @allisonIsmith
“Talk to my direct report Ashley Becker.” @allisonIsmith
“Not interested.” @allisonIsmith
3Bottom of Funnel Objections
@allisonIsmith
Qualification in 6 Step
Purpose @allisonIsmith
Probe to ID & Develop Needs @allisonIsmith
Consult & Provide Insights @srichardv
Match Solutions @allisonIsmith
Landscape of DM Types @allisonIsmith
Next Steps & Observable Behavior @allisonIsmith
@allisonIsmith
@allisonIsmith
www.vorsight.com/ondemand-webinars @allisonIsmith Objection Handling 201

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