Objection Handling 201

@allisonIsmith

Allison SmithDirector of

Sales

#vorsight

Attention

Meeting

Needs ID

Solution

Close

InterestTO

FU

BO

FU

@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 Prevention2.Top of Funnel Objections

3.Bottom of Funnel Objections

1Objection

Prevention

ICP ExampleVorsight ICP Criteria

Criteria Sweet Spot

Sales team size 5-250 (sales role we train)

Verticalsoftware, 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 NeedRANT

@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