Mastering the Transition from Field to Virtual Selling [“Sales Shot” Workshop]
Mastering the Transition from Field to Virtual Selling
[“Sales Shot” Workshop]
[“Sales Shot” Workshop]
Virtual and hybrid work practices are here to stay now which means it’s time to brush up on some new virtual selling skills.
Listen, you’re gold at the in-person presentation, but you’ll need these phone sales tips and tricks to GET the meeting. In this session, you’ll learn how to leave a better voicemail and ensure it’s returned, how often you should call a prospect, the best days/times to call, how to avoid the brush-off, how to find new contacts and reach the decision-maker, and more!
This session is ideal for field sellers who are now selling virtually, as well as sales reps in manufacturing, logistics, pharmaceuticals, healthcare, or other traditionally face-to-face industries.
Virtual and hybrid work practices are here to stay now which means it’s time to brush up on some new virtual selling skills.
Listen, you’re gold at the in-person presentation, but you’ll need these phone sales tips and tricks to GET the meeting. In this session, you’ll learn how to leave a better voicemail and ensure it’s returned, how often you should call a prospect, the best days/times to call, how to avoid the brush-off, how to find new contacts and reach the decision-maker, and more!
This session is ideal for field sellers who are now selling virtually, as well as sales reps in manufacturing, logistics, pharmaceuticals, healthcare, or other traditionally face-to-face industries.
[Live Event Recording]
The real secret to retaining your talent longer is making sure they start winning deals and earning commissions as soon as possible. In this live session from Selling Power’s Sales 3.0 Conference, Lauren Bailey shares five tips in 15 minutes that are guaranteed to supercharge your team for success sooner. Buckle up; LB is known for her “no-BS style,” and we promise this session will move fast, get real quickly, and provide tips you can put into action immediately.
Bonus: You’ll also receive 3 cheat sheets to help you (or your reps) master their cold/warm call intro, beat the brush-off, and leave a voicemail that gets a call back.
[Cheat Sheet]
The real secret to retaining sales reps is making sure they start winning deals and earning commissions as soon as possible. We’re here to help! We’ve gathered 3 uber helpful cheat sheets to help reps leave killer voicemails, craft an enticing call intro, and overcome the brush off.
Download our FREE virtual selling cheat sheets to help reps start winning deals sooner! Here’s what you’re getting:
The real secret to retaining sales reps is making sure they start winning deals and earning commissions as soon as possible. We’re here to help! We’ve gathered 3 uber helpful cheat sheets to help reps leave killer voicemails, craft an enticing call intro, and overcome the brush off.
Download our FREE virtual selling cheat sheets to help reps start winning deals sooner! Here’s what you’re getting:
Lauren Bailey Objection Handling, Sales Rep Tips
If you’re a BDR or SDR, you’ve probably heard your fair share of sales objections. And chances are, you’re likely NOT a big fan of them. I’m here to change your mind. Why?
I LOVE objections.
They’re proof a prospect is actually listening and at some level, they’re even considering buying. I see objections as a challenge to understand prospects better and to showcase the SWIIFT value of my product.
Ready to love objections? Let’s get started.
First, let’s understand the difference between a brush-off and an objection. If you’re hearing things like “I can’t talk right now” or “I’m not interested,” what the person on the other end of the phone is really saying is “I’d rather be doing anything than be sold to right now.” In these cases, you are experiencing a brush-off. These are typically heard at the beginning of the call and have almost nothing to do with your product or solution. Brush-offs require their own set of solutions, we’ll get to those in another article.
On the other hand, an objection sounds like “we don’t have a budget for XYZ” or “it’s too expensive” or “this isn’t our top priority.” Prospects with true objections are informed. They know who you are and what you are selling. Their objection is directly related to what you have presented to them (i.e “We don’t have room in our 2022 budget for XYZ right now”).
Now that we understand the type of push-back that we’re solving for, let’s talk about how to overcome it. Think about sales objections in terms of dating. You’ve poured your heart (your “pitch”) out to this potential customer and they’re quickly trying to show you the door. It’s only natural for us to take it personally. But let’s think about it this way, would you rather hear why a prospect is rejecting you, or be ghosted and left wondering why you weren’t a great fit? If you’re anything like me, you need to know “why?!”
So, let’s go over the 4 easy steps to handling sales objections so you can find both a solution and the answer to that “why?!”
SPOILER ALERT: Most sales reps only follow one step and the majority are unsuccessful! The most important thing to successfully handling an objection is to complete ALL 4 steps!
#1 Acknowledge
When you first hear an objection, you and your prospect are like two people on opposing sides of the table. You need to move to the same side in order to work together. Start by listening closely to what your prospect is saying to help identify the truth behind the objection and to LOWER defensiveness. Be sure to use your active listening skills here, folks. Nodding your head saying “mmhmm” or “I get that” are all useful cues to let them know you hear them. Go a step further by rephrasing their objection to show that you were truly listening to their thoughts.
Skipping this first step will leave you sounding defensive to someone whose guard is already up. That is not a recipe for success. So, let’s listen and acknowledge before moving to step 2.
#2 Ask Questions
The end goal of this step is to truly understand the prospect’s objection. Often, the initial objection is superficial. So, let’s use questions to isolate and clarify before we attempt to handle it. Taking a breath and approaching the questions with a calm tone can really help as well. Below are a few examples of defensive questions vs. calm, open-ended questions.
“What do you mean by that?” vs. “Sure, I get it, tell me more?”
“How could you say we’re too expensive?” vs. “I totally understand. Can you explain more about the cost?”
“You honestly think you don’t need this?” vs. “I hear you. So, what’s your solution to this problem?”
The most important part about this step is asking questions until you fully understand what the roadblock is.
#3 Overcome!
This is the step that most salespeople jump to. Reminder: If you skip steps 1 and 2, you are very likely not getting to the root of their objection and are coming off as defensive. This will lead to an aggravated prospect who will likely hang up on you.
Now let’s talk about addressing the true objection and providing a solution. After years of handling objections, we have found three tactics that show proven results!
#4 Check-In & Close
In this step, you’ve got to confirm that you’ve answered your prospect’s questions and concerns. After confirming, we push the deal forward to either the next steps or to a close. Only about 10% of customers will close themselves. This means 90% of deals will stall out if you skip this step! Check out the image below to see 5 different types of closes. Which one feels the most comfortable for you?
BONUS! Here are a few additional tips to use after you’ve mastered the 4 steps above:
If you master the 4 steps above, you’ll find those sales objections turning into deals in no time!
[“Sales Shot” Workshop Recording]
Objections are an inevitable part of every sales process. The key is to welcome them as a roadmap to the close (rather than a roadblock).
This workshop will give you 5+ tactical tips along with our proven 4-step process to beating common obstacles!
Bonus: You’ll also gain access to a helpful cheat sheet and the presentation from the session.
You’re on your way to overcoming objections to get to the all-important close!
Objections are an inevitable part of every sales process. The key is to welcome them as a roadmap to the close (rather than a roadblock).
This workshop will give you 5+ tactical tips along with our proven 4-step process to beating common obstacles!
Bonus: You’ll also gain access to a helpful cheat sheet and the presentation from the session.
You’re on your way to overcoming objections to get to the all-important close!
Need help adapting to the new remote selling world? Request a demo of Outreach, the #1 sales engagement platform that closes more deals faster — so your reps can achieve revenue goals from anywhere. Companies that choose Outreach can expect a 387% return on the investment over three years and an 11% increase in sales productivity (valued at $6.9M). See what the #1 sales engagement platform can do for your business today.
Objections are an inevitable part of every sales process. The key is to welcome them as a roadmap to the close (rather than a roadblock).
Download our cheat sheet on the “4-Step Process to Overcome Objections” to use with any objection to reduce defensiveness, dig into the questions behind the objection, answer it and close.
Get ready to change your mindset, pretty soon you’re going to be excited when you hear that objection rolling off your customer’s tongue. Bring on the objections!