21 Dos & Don’ts for Handling Objections

Steve RichardFounder

Vorsight & VorsightBP

in/saleskickoffspeaker

@srichardv

Henry SchuckFounder

DiscoverOrg

in/henryschuck

@discoverorg

Don’t: Fish at Random#1

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Do: Account Profile#2

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Don’t: Call Every Lead#3

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Do: Know Org Chart#4

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Business UnitFunctional AreaLevel

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Don’t: Call S/B#5

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Do: Call Direct Lines#6

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Dials to Connect: SB = 17 vs. DL = 12Time to Dial: SB = 80 sec vs. DL = 45 sec

Time to Connect: SB = 22.2 min vs. DL = 5.5 minDL vs. SB: Director = +46.15%; VP = +147.83%

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Don’t: Cowboy/Librarian

#7

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Do: Informed Cowboy/girl

#8

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Don’t: Sell to Early#9

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SELLING!

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Do: Meeting is Valuable#10

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Value of Meeting

Time it Takes

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Don’t: Assume Value#11

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Value of Solution

Time/$$$/Hassle to Change

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Do: Buyer Behavior #12

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Don’t: Bash Competitors

#13

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Do: Competitive Strategy

#14

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Don’t: Get Runaround #15

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Do: Learn Politics #16

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Don’t: Our Schedule#17

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Do: Know Timing#18

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Don’t: Assume Objections

#19

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Do: Answer Questions #20

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Objections Are Not Bad!

#21

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Steve RichardFounder

Vorsight & VorsightBP

in/saleskickoffspeaker

@srichardv

Henry SchuckFounder

DiscoverOrg

in/henryschuck

@discoverorg