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http://www.insidesales.com/events/2014/sales-acceleration-summit/steve-richard Session Overview During a cold call, it's not uncommon to get an objection or two from top decision makers. What you do with those objections can make or break a deal. In "Handling Objections and Getting to Yes" Steve Richard will give you the tools to: Understand what objections actually mean Prevent objections all together Overcome objections at the top of the funnel Utilize insight selling to remove objections at the bottom of the funnel
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#SalesSummit | @srichardv
#SalesSummit | @srichardv
Handling Objections and Getting to Yes
Steve RichardManaging PartnerVorsight
#SalesSummit | @srichardv
AttentionMeetingNeeds IDSolution
Close
InterestTO
FU
BO
FU
#SalesSummit | @srichardv
“How Do I Overcome Objections in
Different Parts of the Buying Process?”
#SalesSummit | @srichardv
Agenda1.Top of Funnel Objections
2.Bottom of Funnel Objections
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1TOFU Objections
#SalesSummit | @srichardv
#SalesSummit | @srichardv
What Do Objections OTP Actually Mean?
#SalesSummit | @srichardv
1. I’m Not Listening
2. I’m Confused
3. I Don’t See the Value
#SalesSummit | @srichardv
#SalesSummit | @srichardv
Features, Advantages,
Benefits
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Address It Directly
#SalesSummit | @srichardv
Probe with Questions
(Before you earn the right
to)
#SalesSummit | @srichardv
#SalesSummit | @srichardv
#SalesSummit | @srichardv
2BOFU Objections
#SalesSummit | @srichardv
#SalesSummit | @srichardv
Qualification in 6 Steps
#SalesSummit | @srichardv
Purpose
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Probe to ID & Develop Needs
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Consult & Provide Insights
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Match Solutions
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Landscape of DM Types
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Next Steps & Observable Behavior
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#SalesSummit | @srichardvhttp://marketing.vorsight.com/linkedin-diagnostic
@srichardv
Unlock the Secrets to Handling Objections