21 Do's and Don'ts for Handling Sales Objections
Post on 22-Jan-2015
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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
@srichardv
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
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