Objection Cheat Sheetpages.gong.io/wp-content/uploads/Objection-Cheat-Sheet-1.pdf · 2019-12-17 ·...
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Slow it Down Avoid Monologue Responses Ask Questions Learn Before Responding Don’t Panic. Take a moment to think. After hearing an objection, star reps pause for much longer than their less successful peers. Responding to objections in a thoughtful, inquisitive way will help you have a better conversation. Average reps nervously talk faster upon receiving an objection, whereas star sellers actually speak more slowly, demonstrating they're in control. Ask questions and speak less after an objection to truly understand the concern your prospect is raising before responding to it. gong.io/blog Check out more research and insights at: 1. 2. 3. 4. 5. Salesperson Prospect Avoid the “knee-jerk” monologue response that average reps can have to an objection. We analyzed over 67,000 demo recordings with AI and uncovered the following patterns about successful objection handling. 5x Longer Average Performers Top Performers 0 .6 1.2 1.8 Influenced Average Monologue Length (Seconds) Average Pause Duration After Objection (seconds) % of Objections Followed by a Question 0 8 16 24 Objection Knee-jerk Monologue Respond by Pausing 176 wpm 188 wpm 0 210 210 Top Performers Average Performers 54.3 % 31.0 % Average Performers Top Performers Average Performers Top Performers
Transcript of Objection Cheat Sheetpages.gong.io/wp-content/uploads/Objection-Cheat-Sheet-1.pdf · 2019-12-17 ·...
Slow it Down
Avoid Monologue Responses
Ask Questions
Learn Before Responding
Don’t Panic. Take a moment to think. After hearing an objection, star reps pause for much longer than their less successful peers.
Responding to objections in a thoughtful, inquisitive way will help you have a better conversation.
Average reps nervously talk faster upon receiving an objection, whereas star sellers actually speak more slowly, demonstrating they're in control.
Ask questions and speak less after an objection to truly understand the concern your prospect is raising before responding to it.
gong.io/blogCheck out more research and insights at:
1.
2.
3.
4.
5.
Salesperson
Prospect
Avoid the “knee-jerk” monologue response that average reps can have to an objection.
We analyzed over 67,000 demo
recordings with AI and uncovered the following patterns about successful
objection handling.
5xLongerMarketing
Influenced
AveragePerformers
TopPerformers
0 .6 1.2 1.8
MarketingInfluenced
Average Monologue Length (Seconds)
Average Pause Duration After Objection (seconds)
% of Objections Followed by a Question
0 8 16 24
Objection
Knee-jerk Monologue
Respond by Pausing
176wpm 188wpm0 210 210
Top Performers Average Performers
54.3% 31.0% Average PerformersTop Performers
AveragePerformers
TopPerformers
