Objection handling 201

•Descargar como PPTX, PDF•

5 recomendaciones•1,530 vistas

B2BCamp

by: Allison Smith, Vorsight

Empresariales Tecnología

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

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

Caller ID Looks Different
@allisonIsmith

Current Processes & Systems
@allisonIsmith

Hypothesis of Need or Pain?
@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

Features,
Advantages, Benefits
@allisonIsmith

Probe with Questions
(Before you earn the right to)
@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

#4 Objection Handling Toolkit
@allisonIsmith

“We’re Happy with
Our Current Vendor”
@allisonIsmith

“Talk to my direct
report Ashley Becker.”
@allisonIsmith

Probe to ID & Develop Needs
@allisonIsmith

Next Steps & Observable Behavior
@allisonIsmith

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

Más contenido relacionado

Destacado

First 5 Campaigns You Should Run with Marketing AutomationB2BCamp

Using Metrics to Monitor and Manage Your Social Media MarketingB2BCamp

Strategic snoopingB2BCamp

7 entrepreneurial lessons for sales and marketingB2BCamp

Heroic Art of Story SellingBrandon Blank

Keeping Leads in PlayB2BCamp

Advanced Lead Generation TechniquesB2BCamp

Using what youve gotB2BCamp

5 minutes of powerB2BCamp

Social gastronomy define the buyer adoption problemB2BCamp

Using curation in content marketing to drive trafficB2BCamp

Seduce your prospect with storiesB2BCamp

In App EngagementB2BCamp

Jobs act webinar updated jan2013B2BCamp

Have Leads ForeverB2BCamp

Destacado (15)

First 5 Campaigns You Should Run with Marketing Automation

Using Metrics to Monitor and Manage Your Social Media Marketing

Strategic snooping

7 entrepreneurial lessons for sales and marketing

Heroic Art of Story Selling

Keeping Leads in Play

Advanced Lead Generation Techniques

Using what youve got

5 minutes of power

Social gastronomy define the buyer adoption problem

Using curation in content marketing to drive traffic

Seduce your prospect with stories

In App Engagement

Jobs act webinar updated jan2013

Have Leads Forever

Similar a Objection handling 201

Cold Call Preparation - Get it Right!DiscoverOrg

Mission impossiblePatrick Bolger

Introduction to B2B research - a Market Research Society (MRS) webinarCircle Research

Everything you wanted to know about Social Media MarketingJon Payne

How to have success in your new/small businessReg Gupton Inc

Personal Branding For Tech ExecutivesTodd Nilson

Inside Sales and Social Selling for Extreme Results - By Ken Krogue, Founder ...Ken Krogue

Personal branding for tech executives v2.1Todd Nilson

Digital marketing for B2BMaria Jose Serres-Rouse

Primend Pilvekonverents - Kliendihalduse juhtimine pilvesPrimend

Healthcare b2b Tech Content Marketing Survey 2017 Damo Consulting Inc.

The Science of Social Selling: Measuring Adoption and Results With LinkedInLinkedIn Sales Solutions

Jack KosakowskiPipeline Summit

CIOshared.com Event Marketing 2016Mike Kelly

Jeremy Roberts - How to Survive the Machine Learning and Artificial Intellige...Jeremy Roberts

Beyond the Buzz Andrew Grill Visible TechnologiesAndrew Grill

BI "Governments" for HealthcareJason Oliveira

IT Marketing ManagementChris Dancy

BoSUSA22 | Tiffani Bova | Growth is a Thinking GameBusiness of Software Conference

Insights ROI of Social SellingMelody Mileski

Similar a Objection handling 201 (20)

Cold Call Preparation - Get it Right!

Mission impossible

Introduction to B2B research - a Market Research Society (MRS) webinar

Everything you wanted to know about Social Media Marketing

How to have success in your new/small business

Personal Branding For Tech Executives

Inside Sales and Social Selling for Extreme Results - By Ken Krogue, Founder ...

Personal branding for tech executives v2.1

Digital marketing for B2B

Primend Pilvekonverents - Kliendihalduse juhtimine pilves

Healthcare b2b Tech Content Marketing Survey 2017

The Science of Social Selling: Measuring Adoption and Results With LinkedIn

Jack Kosakowski

CIOshared.com Event Marketing 2016

Jeremy Roberts - How to Survive the Machine Learning and Artificial Intellige...

Beyond the Buzz Andrew Grill Visible Technologies

BI "Governments" for Healthcare

IT Marketing Management

BoSUSA22 | Tiffani Bova | Growth is a Thinking Game

Insights ROI of Social Selling

Más de B2BCamp

The Five Highest Performing Marketing Tactics SalesLoft Performed in Our Year...B2BCamp

B2BCamp- BigDrum, b2b search marketing & conversion optimizationB2BCamp

Cadence, Create Scalable and Sustainable Sales Development ProcessB2BCamp

Metrics driven sales prospectingB2BCamp

Story of a tomatoB2BCamp

Why CMOs need to adopt Growth HackingB2BCamp

Call purpose - WorksheetB2BCamp

Keynote - What Great Sales People DoB2BCamp

Create a Winning Lead Nurturing Campaign in 90 DaysB2BCamp

Avoiding the Dinosaur Syndrome: Managing your B2B Marketing CareerB2BCamp

B2B Email Deliverability - Getting to the InboxB2BCamp

Sales Intelligence - Bringing your CRM Data to LifeB2BCamp

Más de B2BCamp (12)

The Five Highest Performing Marketing Tactics SalesLoft Performed in Our Year...

B2BCamp- BigDrum, b2b search marketing & conversion optimization

Cadence, Create Scalable and Sustainable Sales Development Process

Metrics driven sales prospecting

Story of a tomato

Why CMOs need to adopt Growth Hacking

Call purpose - Worksheet

Keynote - What Great Sales People Do

Create a Winning Lead Nurturing Campaign in 90 Days

Avoiding the Dinosaur Syndrome: Managing your B2B Marketing Career

B2B Email Deliverability - Getting to the Inbox

Sales Intelligence - Bringing your CRM Data to Life

Último

0183760ssssssssssssssssssssssssssss00101011 (27).pdfRenandantas16

A DAY IN THE LIFE OF A SALESMAN / WOMANIlamathiKannappan

It will be International Nurses' Day on 12 MayNZSG

RSA Conference Exhibitor List 2024 - Exhibitors DataExhibitors Data

Call Girls In Panjim North Goa 9971646499 Genuine Serviceritikaroy0888

VIP Call Girls In Saharaganj ( Lucknow ) 🔝 8923113531 🔝 Cash Payment (COD) 👒anilsa9823

Call Girls Navi Mumbai Just Call 9907093804 Top Class Call Girl Service Avail...Dipal Arora

Russian Call Girls In Gurgaon ❤️8448577510 ⊹Best Escorts Service In 24/7 Delh...lizamodels9

Call Girls Jp Nagar Just Call 👗 7737669865 👗 Top Class Call Girl Service Bang...amitlee9823

Monte Carlo simulation : Simulation using MCSMRavindra Nath Shukla

KYC-Verified Accounts: Helping Companies Handle Challenging Regulatory Enviro...Any kyc Account

B.COM Unit – 4 ( CORPORATE SOCIAL RESPONSIBILITY ( CSR ).pptxpriyanshujha201

Cracking the Cultural Competence Code.pptxWorkforce Group

Call Girls In DLf Gurgaon ➥99902@11544 ( Best price)100% Genuine Escort In 24...lizamodels9

M.C Lodges -- Guest House in Jhang.Aaiza Hassan

Yaroslav Rozhankivskyy: Три складові і три передумови максимальної продуктивн...Lviv Startup Club

Regression analysis: Simple Linear Regression Multiple Linear RegressionRavindra Nath Shukla

👉Chandigarh Call Girls 👉9878799926👉Just Call👉Chandigarh Call Girl In Chandiga...rajveerescorts2022

The Path to Product Excellence: Avoiding Common Pitfalls and Enhancing Commun...Aggregage

John Halpern sued for sexual assault.pdfAmzadHosen3

Objection handling 201

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 @allisonIsmith

10. Social Connection @allisonIsmith

11. 3x3 Research @allisonIsmith

12. Current Processes & Systems @allisonIsmith

13. Hypothesis of Need RANT @allisonIsmith

14. Risk to Mitigate? @allisonIsmith

15. Peer Accomplishments? @allisonIsmith

16. Hypothesis of Need or Pain? @allisonIsmith

17. Trouble @allisonIsmith

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 @allisonIsmith

23. @allisonIsmith

24. Features, Advantages, Benefits @allisonIsmith

25. Address It Directly @allisonIsmith

26. Probe with Questions (Before you earn the right to) @allisonIsmith

27. @allisonIsmith

28. @allisonIsmith

29. Verbal Judo Steps:

30. #1 Listen @allisonIsmith

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 @allisonIsmith

33. #4 Objection Handling Toolkit @allisonIsmith

34. Let’s Practice Verbal Judo

35. “We’re Happy with Our Current Vendor” @allisonIsmith

36. “I have no budget.” @allisonIsmith

37. “Talk to my direct report Ashley Becker.” @allisonIsmith

38. “Not interested.” @allisonIsmith

39. 3Bottom of Funnel Objections

40. @allisonIsmith

41. Qualification in 6 Step

42. Purpose @allisonIsmith

43. Probe to ID & Develop Needs @allisonIsmith