by: Allison Smith, Vorsight

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

44. Consult & Provide Insights
@srichardv

45. Match Solutions
@allisonIsmith

46. Landscape of DM Types
@allisonIsmith

47. Next Steps & Observable Behavior
@allisonIsmith

48. @allisonIsmith

49. @allisonIsmith

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