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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Handling Objections
and Getting to Yes
Steve Richard
Managing Partner
Vorsight

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Attention
Meeting
Needs ID
Solution
Close
InterestTOFU
BOFU

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“How Do I Overcome
Objections in Different
Parts of the Buying
Process?”

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Agenda
1. 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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http://marketing.vorsight.com/linkedin-diagnostic
@srichardv
Unlock the Secrets to Handling Objections