steve richard - handling objections and getting to yes

#SalesSummit | @srichardv

#SalesSummit | @srichardv

Handling Objections and Getting to Yes

Steve RichardManaging PartnerVorsight

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AttentionMeetingNeeds IDSolution

Close

InterestTO

FU

BO

FU

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“How Do I Overcome Objections in

Different Parts of the Buying Process?”

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Agenda1.Top of Funnel Objections

2.Bottom of Funnel Objections

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1TOFU Objections

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What Do Objections OTP Actually Mean?

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1. I’m Not Listening

2. I’m Confused

3. I Don’t See the Value

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Features, Advantages,

Benefits

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Address It Directly

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Probe with Questions

(Before you earn the right

to)

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2BOFU Objections

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Qualification in 6 Steps

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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