Objection Handling

#vorsight @srichardv@zoominfoHANDLE

?

Revising our sales rep hiring strategy

Revising our compensation program

Revising our channel strategy

Evaluating/implementing CRM solutions

Revising our sales team structure

Revising our sales tools

Enhancing sales team communications

More closely aligning sales and marketing

Analyzing our customer's buying process

Improving sales rep access to information

Revising our sales process

Revising/enhancing our lead generation programs

0% 10% 20% 30% 40% 50%

0.185

0.249

0.252

0.282

0.286

0.312000000000001

0.326000000000001

0.328000000000001

0.332000000000001

0.346

0.380000000000001

0.459

Top Sales Effectiveness Initiatives for 2012

“On average, sales reps dedicate 15% of time to prospecting; that isn’t much time to create 60-70% of the overall new leads needed to maintain a 3x pipeline-to-quota ratio.”

Attention

Meeting

Needs ID

Solution

Close

InterestTO

FU

BO

FU

“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

Caller ID Looks Different

Social Connection

3x3 Research

Current Processes & Systems

Hypothesis of Need & Pain

Fix, Accomplish, Avoid?

Get 3x3s & HoN in Your CRM!

2Top of Funnel

Objections

What Do Objections OTP Actually Mean?

1. I’m Not Listening

2. I’m Confused

3. I Don’t See the Value

Features, Advantages,

Benefits

Address It Directly

Probe with Questions

(Before you earn the right

to)

Verbal Judo Steps:

#1 Listen

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

#3 Use Client Voice

#4 Objection Handling Toolkit

Let’s Practice

Verbal Judo

“We’re Happy with Our Current

Vendor”

“I have no budget.”

“Talk to my direct report.”

“Not interested.”

3Bottom of Funnel

Objections

Purpose

Probe to ID & Develop Needs

Consult & Provide Insights

Match Solution

Landscape of DM Types

Next Steps & Observable Behavior

Hundreds of IT Firms have chosen DiscoverOrg

www.vorsight.com/roi

@srichardv