SPT559: Step 5 of the 7 Step Sales Process: Overcoming Objections with Rafael Sanguily/ MSPU/ Director of Business Development

TRAINING / ON DEMAND VIDEO TRAINING / SALES

SPT559: Step 5 of the 7 Step Sales Process: Overcoming Objections

Video Summary

Presenter: Rafael Sanguily/ MSPU/ Director of Business Development

This webinar will focus on strategies to help overcome potential sales objections. Utilizing the 7 Step Sales Process and Question Based Selling Methodology the Sales Professional can overcome most objections. Utilizing a step by step process, you will understand what type of objection you are dealing with and the best methodology to clarify the “misunderstanding”.

Documents

DOWNLOADStep 5 of the 7 Step Sales Process: Overcoming Objections (PPTX)

Video Selector

SELECT A CATEGORY

Sales

Free Training
Leadership / CEO
Financial Acumen
Talent Management
Marketing
Sales
Service Delivery
Vendor Relationships
Archive

View List

MKT224“5 Easy Ways To Market Your Managed Service Provider Business Online” with Stuart Crawford - Ulistic Inc
SPT546“7 Step Sales Process” with
SPT431“Appointment Setting and Telemarketing Techniques” with Kate Hunt
SPT306“Are You Customer Centric? ” with Alan Rohrer
SPT313“Are you in the business of providing solutions or solving problems?” with Alan Rohrer
SPT442“Becoming a Trusted Advisor” with Kate Hunt
SPT659“Building Successful Cloud Services Or Practice” with Earle Humphrey - ITEEX
SPT601“Business Continuity Plan Training” with Kate Hunt
SPT978“Business Continuity Planning for Your Clients” with Kate Hunt
SPT558“Business Networking 101 – What you need to know to create a gusher of leads” with Stuart Crawford/Ulistic Inc./CEO
SPT423“Business-Winning Managed Services Proposal Design” with Gary Beechum
SPT668“Call Center Operations, Part I” with Flynn Bashford- MSP University
SPT673“Call Center Operations, Part Ii” with Flynn Bashford-MSP University-Senior Channel Manager
SPT675“Call Center Operations, Part Iii” with Flynn Bashford-MSP University-Senior Channel Manager
SPT552“Client Solution Roadmap, Profitability Matrix, and developing Sales KPIs” with Rafael Sanguily/MSP University/Director of Business Development
SPT639“Closing The Managed Services Deal” with Andrew Baduria, Senior Channel Manager, MSPU
SPT443“Competing Against Incumbent MSP” with Kate Hunt
SPT330“Competitive selling when all the cloud solutions look the same” with Vlad Mazek
SPT322“Converting Your Clients to Managed Services” with Doug Wilson
SPT522“Cost Savings Analysis Role Play with Talking Points” with Gary Beechum
SPT430“Creating a Successful Appointment Setting and Telemarketing Program” with Gary Beechum
SPT607“Creating Effective Appointment Setting Scripts” with Gary Beechum
SPT422“Creating Effective Managed Services Proposals” with Kate Hunt
SPT331“Creating Strategic Qualifying Questions for Selling VoIP” with Giovanni Sanguily
SPT326“Creating Successful QBS Appointment setting scripts For BDR” with Rafael Sanguily
SPT554“Creating Successful Sales Compensation Plans” with Rafael Sanguily/ MSPU/ Director of Business Development
SPT544“Creating the Need and Selling the Benefits of Managed Services. Turning ‘I don’t know….’ To ‘Yes….Sign me Up!’” with Stefanie Hammond/N-Able/ Senior Partner Development Specialist
SPT321“Demonstration Scenarios” with Rafael Sanguily, Director of Business Development, MSPU
SPT542“DISC as a Sales Tool” with Rafael Sanguily/MSP University/Director of Business Development
SPT444“Endless Referrals” with Bob Burg, Author, The Go Giver
SPT315“First Impression/Greeting Scenarios” with Rafael Sanguily
SPT679“Get Ready For Growth! How To Sell Technology To Banks” with Mark Doroz-CEO-Sparcpoint
SPT540“Getting your foot in the door for the healthcare providers” with Mo Guerrero/MSP University/Director of Partner Support and Educational Content
SPT564“Hardware Talk to the End User - (Tech Talk, translated for the End User)” with Liza Magcale, eLiaise, Inc.
SPT683“Hire the Best, Not the Best Available! The secrets of hiring top talent” with Ken Thoreson/President/Acumen Management Group
SPT324“How do you manage the sales call? ” with Alan Rohrer
SPT678“How Scalable Is Your Msp Sales Operation?” with Todd Hussey-Asigra-Founder,MSP Excellence
SPT545“How to Accelerate Your Managed Services Sales Cycle!” with Stefanie Hammond/N-Able/ Senior Partner Development Specialist
SPT652“How To Create An Internal Advocate Out Of The Current I.T. Guy” with Andrew Baduria- MSP University
SPT463“How to Develop Personal Marketing Plans for Sales Professionals” with Andrew Baduria, Senior Channel Manager, MSPU
SPT561“How To Get Explosive Growth Leveraging Managed Security In The Cloud” with Rose Ryan, MSS Business Analyst and Tom Porter, MSS Technical Analyst at Fortinet
SPT677“How To Grow Product Sales To Increase Business Profitability” with Erick Simpson, Vice President MSP University, Len DiCostanzo, Senior Vice President and Dean Autotask Academy
SPT657“How to Motivate a Sales Professional in a Slump” with Roy vanNorstrand - The Lener Group
SPT662“How To Run An Effective Sales Meeting” with Roy vanNorstrand The Leren Group
SPT539“How to Steal a Laptop (And Make Sure Your Client's Isn't Next)” with Dan Yost/MyLaptopGPS/Chief Technology Officer
SPT666“How To Take Advantage Of The Two Most Important Tools In Sales Today” with Alan Rohrer- QBS
SPT521“How to Use the Cost Savings Analysis to Sell on Value 1” with Kate Hunt
SPT480“Implementing the 51 Step Process for Closing Managed Services” with Gary Beechum
SPT310“Incorporating HaaS into Your Managed Services Offering” with Kate Hunt
SPT600“Incorporating HaaS Into Your Managed Services Proposals” with Kate Hunt
SPT332“Increasing Revenue as a Trusted Advisor Best Practices ” with Andrew Baduria
SPT447“Increasing Revenue as a Trusted Advisor Best Practices” with Kate Hunt
SPT335“Influence in Sales Engagements Scenarios” with Rafael Sanguily/MSP University/Director of Business Development
SPT672“Innovative Strategies Managed Service Providers Can Create Stickiness And Cash In On Their Qbrs” with Stuart Crawford-Ulistic-Senior Advisor
SPT446“Intro to SSI” with Rafael Sanguily
SPT645“Introduction to Sales Analytics” with Roy vanNorstrand, The Leren Group
SPT658“Is Your Business Website Your Top Sales Position?” with Stuart R. Crawford - Ulistic Inc
SPT676“Is Your Website Your Top Salesperson?” with Erick Simpson, Vice President MSP University, Stuart Crawford, CEO Ulistic
SPT610“Live Video - 1st Client Sales Appointment (Needs Analysis) Role Play 1” with Gary Beechum
SPT611“Live Video - 2nd Client Sales Appointment (Client PowerPoint Presentation) Role Play 2” with Gary Beechum
SPT612“Live Video - 2nd Client Sales Appointment (Cost Savings Analysis) Role Play 2” with Gary Beechum
SPT613“Live Video - 3rd Client Sales Appointment (Managed Services Agreement) Role Play 1” with Gary Beechum
SPT530“Managed Services Agreement Presentation Role Play with Talking Points” with Gary Beechum
SPT525“Managed Services PowerPoint Presentation and PowerPoint Best Practices” with Kate Hunt
SPT520“Managed Services PowerPoint Presentation Role Play with Talking Points” with Gary Beechum
SPT663“Mastering The Sales Follow Up” with Andrew Baduria
SPT538“MSP University’s Million Dollar Managed Services Practice Accelerator: Sales” with Gary Beechum/MSP University/CEO
SPT500“Needs Analysis Role Play with Talking Points” with Gary Beechum
SPT535“Overcoming Managed Services Objections 1” with Rafael Sanguily
SPT468“Overcoming Managed Services Objections 2” with Gary Beechum
SPT680“Overcoming Objections Best Practices For The Cpa Vertical” with Andrew Baduria-Senior Channel Manager-MSP University
SPT311“Power Closes” with Rafael Sanguily
SPT503“Preparing for a Sales Appointment ” with Rafael Sanguily
SPT674“Presentation Best Practices For The Legal Vertical” with Andrew Baduria-MSP University-Senior Channel Manager
SPT307“Presentation to Maximize the Value of Your Offering” with Rafael Sanguily
SPT300“Presenting the Business Continuity Plan PowerPoint Presentation to the Client” with Gary Beechum
SPT301“Presenting the Business Continuity Proposal to the Client” with Gary Beechum
SPT614“Presenting the T1 PowerPoint Presentation to the Client” with Gary Beechum
SPT615“Presenting the T1 Proposal To The Client” with Gary Beechum
SPT616“Presenting The VoIP PowerPoint Presentation to The Client” with Gary Beechum
SPT302“Presenting the Web Development PowerPoint Presentation to the Client” with Gary Beechum
SPT303“Presenting the Web Development Proposal to the Client” with Gary Beechum
SPT618“Pricing Managed Services By Seat Instead of Device 1” with Gary Beechum
SPT404“Pricing Managed Services by Seat Instead of Device 2” with Jamie Williams
SPT401“Pricing Managed Services Using the Profitability Matrix 1” with Gary Beechum
SPT619“Pricing Managed Services using the Profitability Matrix 2” with Gary Beechum
SPT620“Proposals That Win The Business” with Kate Hunt
SPT441“QBS-Straight from the Source” with Alan Rohrer, Certified QBS Associate, QBS Research
SPT670“Qualification Best Practices For The Cpa Vertical” with Andrew Baduria- MSP University-Senior Channel Manager
SPT671“Qualification Best Practices For The Real Estate-Mortgage Vertical” with Andrew Baduria-MSP University-Senior Channel Manager
SPT320“Qualifying Scenarios” with Rafael Sanguily
SPT660“Raising Investment Capital For Your Business 101” with Flynn Bashford MSP University
SPT323“Real World Closing Scenarios” with Rafael Sanguily
SPT654“Role Play Techniques For Sales Success” with Andrew Baduria- MSP University
SPT541“Sales Compensation Strategy” with Roy vanNorstrand/The Leren Group/ President
SPT621“Sales Engineering for Superstars” with Kate Hunt, Erick Simpson
SPT682“Sales Mastery Open Q&A” with Rafael Sanguily-MSP University-Director of Business Development
SPT661“Sales Mastery Open Q&A” with Rafael Sanguily - MSP University
SPT501“Sales Process Training - 1st Appointment Live Role Play” with Gary Beechum
SPT523“Sales Process Training - 2nd Appointment Live Role Play” with Gary Beechum
SPT531“Sales Process Training - 3rd Appointment Live Role Play Part 1” with Gary Beechum
SPT532“Sales Process Training - 3rd Appointment Live Role Play Part 2” with Gary Beechum
SPT622“Sales Process Training - How To Qualify A Client For A Website Solution” with Gary Beechum
SPT623“Sales Process Training - Introduction” with Gary Beechum
SPT624“Sales Process Training - Sales Closing Techniques 1” with Gary Beechum
SPT536“Sales Process Training - Sales Closing Techniques 2” with Rafael Sanguily
SPT524“Sales Process Training - The Cost Savings Analysis” with Gary Beechum
SPT625“Sales Process Training - The Managed Services Agreement 1” with Gary Beechum
SPT626“Sales Process Training - The Managed Services Agreement 2” with Gary Beechum
SPT502“Sales Process Training - The Needs Analysis 1” with Kate Hunt
SPT627“Sales Process Training - The Needs Analysis 2” with Gary Beechum
SPT563“Sales Professional vs Sales Person” with Gary Beechum/MSP University/CEO
SPT333“Selecting An EHR Vendor. Things you should know before you do!” with Earle Humphreys/Iteex/CEO
SPT628“Selling HaaS and Managed Services - Closing 1” with Kate Hunt, Frank Gurnee VP VAR Channel Sales, CharTec
SPT629“Selling HaaS and Managed Services - Presentation 2” with Kate Hunt, Frank Gurnee VP VAR Channel Sales, CharTec
SPT630“Selling HaaS and Managed Services - Warm Up and Needs Analysis 2” with Frank Gurnee VP VAR Channel Sales, CharTec,
SPT308“Selling Managed Services in 3 Appointments” with Kate Hunt
SPT498“Selling Managed Services in 3 Appointments or Less 1” with Kate Hunt
SPT631“Selling Managed Services in 3 Appointments or Less 2” with n/a
SPT549“Selling Security In SMB Market” with Earle Humphreys/ITEEx/CEO
SPT632“Selling the Cloud Part 2” with Kate Hunt, Shannon Brewer Marketing Manager, Own Web Now
SPT684“Selling to SMBs: Convincing Non-Techie Decision Makers That Their Next Lost Laptop Will Destroy Them” with Dan Yost/MyLaptopGPS/Chief Technology Officer
SPT547“Selling VOIP: 300% Markup and Thousands in profit” with Deegan Pope/Cornerstone Back-up/ AlbertaComputers
SDT333“So Your Client Wants Cloud Now What” with Earle Humphreys- ITEEx
SPT448“Status Questions: Secrets of Question Based Selling” with Rafael Sanguily
SPT551“Step 1 of the 7 Step Sales Process: Strategic Preparation and Prospecting” with Rafael Sanguily/MSP University/Director of Business Development
SPT553“Step 2 of the 7 Step Sales Process: Warm – Up” with Rafael Sanguily/ MSPU/ Director of Business Development
SPT557“Step 4 of the 7 step sales process: Presentation” with Rafael Sanguily/MSP University/Director of Business Development
SPT556“Step 4 of the 7 step sales process: Presentation” with Rafael Sanguily/MSP University/Director of Business Development
SPT559“Step 5 of the 7 Step Sales Process: Overcoming Objections” with Rafael Sanguily/ MSPU/ Director of Business Development
SPT560“Step 6 of the 7 Step Sales Process: Closing” with Rafael Sanguily/ MSPU/ Director of Business Development
SPT304“Strategic Referral Relationships” with Rafael Sanguily
SPT633“Successful Appointment Setting and Telemarketing Techniques” with Kate Hunt
SPT634“T1 Sales Training” with Gary Beechum
SPT635“The Art of Selling HaaS” with Kate Hunt, Frank Gurnee VP VAR Channel Sales, CharTec
SPT636“The Cost Savings Analysis” with Gary Beechum
SPT681“The Importance Of Crm To You And Your Clients” with Michael Honig-Senior Director of Business Development-Results Software
SPT424“The Managed Services Proposal” with Kate Hunt
SPT317“The Top 3 MSP Sales Mistakes and How to Avoid Them” with Gary Pica
SPT504“The Warm up/First Impression on Sales Appointments” with Rafael Sanguily
SPT548“Understand the Critical Role of Managed Security for the MSP” with Drew Savage, Director MSSP, Americas Service Provider and Carrier Group at Fortinet
SPT669“Understanding Qualification Best Practices For The Legal Vertical” with Andrew Baduria- MSP University-Senior Channel Manager
SPT667“Understanding Your Sales Challenges From A Disc Perspective” with Andrew Baduria- MSP University
SPT638“Using Live Chat On Your Website to Initiate a Sales Engagement” with Andrew Baduria, Senior Channel Manager, MSPU
SPT650“Using Msp Universitys Managed Services Pricing And ROI Calculator To Sell On Value” with MSPU
SPT637“Using Question Based Selling and Funneling Questions to Close Managed Services” with Gary Beechum
SPT327“Using Strategic Qualifying Questions For Managed Services ” with Rafael Sanguily
SPT312“Using the Client Solution Roadmap to Capture More Revenue from Fewer Clients” with Kate Hunt
SPT314“Using the Profitability Matrix to Project your Managed Services Revenue Potential” with Kate Hunt
SPT445“Using the Quarterly Business Review to Grow Your Relationships” with Kate Hunt
SPT305“Value Pricing your Services for Maximum Profitability” with Kate Hunt
SPT646“Warm-Up Best Practices for the CPA Vertical” with Andrew Baduria
SPT647“Warm-Up Best Practices for the Legal Vertical” with Andrew Baduria, MSP University
SPT555“When New Sales Can Wreck Your Business: How to recognize the difference between good sales and bad” with Frank E. Coker/CoreConnex, Inc./President and CEO
SPT566“Why Not Sell More Managed Services Using Telecom Partnerships: “It’s Easy!”” with Frank Gurnee/President/Equus
SPT440“Why Sales 101 Doesn't Work Anymore” with Alan Rohrer, Certified QBS Associate, QBS Research
SPT416“Your Managed Services Agreement” with Kate Hunt

Managed Services Provider University