Partners in Excellence

APRIL 13, 2022

Lately, I’ve been watching some eLearning programs on objection handling. It suddenly struck me, there’s a unique arrogance we sellers have about the concepts of objections. Too often, the underlying thinking seems to be that salespeople are the only people that encounter objections.

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Veloxy

FEBRUARY 13, 2023

This leads to higher levels of trust and rapport, and ultimately more closed deals. Rather, it will create a rabbit hole of a sales conversation." Build stronger rapport and trust Salesforce recently shared that buyer expectations have been rising for the past four years. It won't kill the cat.

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Objectives and Key Results Sales Objection handling Follow-up 246

Lead Fuze

JUNE 30, 2023

Mastering objection handling techniques such as Sandler’s Reverse Negative approach will be another focus area. These include conversion rates, average deal size, sales cycle length, customer acquisition cost (CAC), and customer lifetime value (CLTV). No “happy ears” syndrome here.

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Objectives and Key Results Objection handling Technique Pitch 52

The 5% Institute

MARCH 12, 2024

Building Trust: Establishing trust is paramount. Crafting an Irresistible Sales Pitch The Anatomy of a Persuasive Sales Pitch Compelling Headlines: Capture your audience’s attention with attention-grabbing headlines that resonate with their needs and desires.

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E-commerce Objectives and Key Results Territory Technique 52

The 5% Institute

MAY 9, 2023

From prospecting and lead generation to objection handling and closing techniques, we will cover a wide range of topics that are essential for B2B sales success. Building B2B Relationships B2B sales is all about building relationships and trust with your prospects and customers. What are some common B2B sales training topics?

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B2B Objection handling Negotiate Technique 52

The 5% Institute

AUGUST 25, 2022

One of the most important parts of the sales process as well as your sales conversations, is learning how to deal with sales objections effectively. Knowing how to deal with sales objections can either help you close the sale, or potentially break rapport if you handle them incorrectly. A lack of trust.

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Sales Objection handling Trust Presentation 140

The 5% Institute

NOVEMBER 1, 2021

Learning how to overcome objections in sales conversations is a very important part of the sales process , as it’s a part and parcel of everyday sales conversations. So how should you go about overcoming objections in sales? Prior to doing so, we’ll also look at where sales objections come from. A lack of trust.

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Objection handling Trust Sales Presentation 144

The 5% Institute

FEBRUARY 5, 2021

Sales objections usually come from two places. First is a lack of trust. It’s a lot easier overcoming objections in sales conversations when you have established that they do in fact have a desire for change, and that they trust that you and your business can help get them there. They build some rapport.

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Objection handling Sales Trust Presentation 128

Hubspot

MAY 10, 2022

Sending sales text messages to your prospects to nurture them all the way until conversion. Text and live chat can be fantastic mediums for staying top-of-mind for your prospects, which is leading to the evolution of business conversations. Never cold text prospects without having a prior conversation with them.

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Prospecting Conversion Legal Sales 69

The 5% Institute

AUGUST 12, 2021

One of the most important parts of the sales process as well as your sales conversations, is countering objections the right way. Countering objections can either help you close the sale, or potentially break rapport if you handle them incorrectly. So how should you go about overcoming objections in sales?

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Objection handling Trust Presentation Clients 145

The 5% Institute

AUGUST 16, 2021

One of the most important parts of the sales process as well as your sales conversations, is having an objection handler framework. Countering objections can either help you close the sale, or potentially break rapport if you handle them incorrectly. So how should you go about overcoming objections in sales?

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Objection handling Trust Presentation Clients 145

The 5% Institute

OCTOBER 25, 2021

One of the most important parts of the sales process as well as your sales conversations, is learning how to handle sales objections effectively. Knowing how to handle sales objections effectively can either help you close the sale, or potentially break rapport if you handle them incorrectly.

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Sales Objection handling Trust Presentation 144

The 5% Institute

SEPTEMBER 27, 2021

One of the most important parts of the sales process as well as your sales conversations, is learning how to handle sales objections the right way. Knowing how to handle sales objections can either help you close the sale, or potentially break rapport if you handle them incorrectly. A lack of trust.

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Objection handling Sales Trust Presentation 141

Highspot

JANUARY 4, 2024

The program helps reps understand customers, develop compelling sales pitches, and build enough confidence to close deals. When a rep knows their product, they can easily earn customers’ trust and respect. This approach builds trust and fosters long-term customer relationships.

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Objection handling Pitch Sales Technique 52

The 5% Institute

AUGUST 10, 2023

Their expertise lies in effectively communicating a business’s value proposition and setting up meaningful appointments that can lead to conversions. Their primary goal is to initiate conversations, build rapport , and ultimately schedule appointments for sales representatives or business owners to further the sales process.

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Appointment Lead generation Objection handling Pitch 52

Gong.io

NOVEMBER 12, 2021

You’d think asking someone how they have been implies you’ve had a conversation with them before. . 4 Sales Skills for Pitching: The 9-minute rule. Now you enter pitch mode. You’ve trimmed it down and have “perfected” your 30-minute pitch. The problem: You are 3x+ longer than your sales pitch should be.

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Cold Call Objectives and Key Results Negotiate Cross-sell 118

The 5% Institute

MAY 18, 2021

One of the most important parts of the sales process as well as your sales conversations, is dealing with sales objections the right way. Dealing with sales objections can either help you close the sale, or potentially break rapport if you handle them incorrectly. So how should you go about overcoming objections in sales?

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Objection handling Sales Trust Presentation 130

Gong.io

FEBRUARY 9, 2019

Pitching 5. Objection Handling 6. They’re split into sections from discovery call tips , to product demos , to objection handling , and more. And here’s your advantage: You’ve had this same conversation hundreds of time. Pitch a targeted value prop. So what do you SAY during your pitch?

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Technique Cold Call Objectives and Key Results Objection handling 133

Salesforce

NOVEMBER 20, 2023

This isn’t just a quick pitch, however. The most successful sales calls include tailored presentations and focus on building trust with prospects by addressing their unique pain points. As celebrated entrepreneur Siva Devaki noted, “Sales is not about selling, but about building trust and educating.”

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Objectives and Key Results Pitch X-functional Sales 69

The 5% Institute

JULY 23, 2020

Instead of selling your products or services as another commodity, you need to approach your sales conversations with from a place of prescribing your offer, rather than simply pitching it like your competitors may be doing. People buy from people they like and trust. Handling Objections. You’re Looking For Pain.

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Closing Objection handling Sales Presentation 141

Gong.io

NOVEMBER 12, 2021

You’d think asking someone how they have been implies you’ve had a conversation with them before. . 4 Sales Skills for Pitching: The 9-minute rule. Now you enter pitch mode. You’ve trimmed it down and have “perfected” your 30-minute pitch. The problem: You are 3x+ longer than your sales pitch should be.

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Cold Call Objectives and Key Results Negotiate Cross-sell 71

The 5% Institute

DECEMBER 4, 2019

Overcoming objections in sales conversations is a very important part of the sales process , and something you’re most likely to come across – even when your potential client is eager to buy. So how should you go about overcoming objections in sales? Sales objections generally come from one of two places. A lack of trust.

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Objection handling Sales Trust Presentation 98

The 5% Institute

JULY 5, 2023

It serves as a powerful tool that helps build credibility, highlight the unique selling points of a product or service , and overcome objections. Well-crafted sales collateral enhances the overall sales experience, differentiates a brand from competitors, and boosts conversion rates. Types of Sales Collateral 3.1

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Objection handling Sales Click Through Rate Lead generation 52

The 5% Institute

JULY 22, 2020

Sales Training Idea #1 – Objection Handling. There are numerous sales objections your team will come across when speaking with your potential clients, and if they don’t know how to effectively handle them – this can cost them the sale. Related article: Sales Objection Handling – A Step By Step Guide.

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Objection handling Appointment Sales Clients 52

Sales Hacker

JULY 26, 2023

Trust me: I’m an AE who’s embraced the change. It’s like having a conversation with a real human — powered by advanced AI. I called the Head of Infrastructure, but they didn’t seem on board with what I was saying and threw lots of objections at me. Being your sounding board Stuck on a sales pitch ? Intimidated by AI?

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Objectives and Key Results Pitch Cold Call Sales 76

Salesforce

OCTOBER 10, 2023

The goal of a sales cycle is to ensure reps are uncovering customer needs and resources they can map to product solutions before ever making a pitch. This engenders trust and confidence, helping to move the deal forward until it eventually closes. Our article on objection-handling techniques has more guidance.)

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Objectives and Key Results Negotiate Sales Technique 110

Highspot

JANUARY 29, 2024

Maintaining composure, offering informed advice, and demonstrating empathy during negotiations positions sellers as trusted advisors. This established trust extends beyond the immediate transaction, transforming sellers into reliable partners capable of providing ongoing assistance and expertise even after the initial deal is concluded.

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Negotiate Closing Objectives and Key Results Technique 52

Gong.io

MAY 31, 2021

Objection handling. Process: Trust it. Handoffs can be liabilities (repeated information, wasted time, unnecessary back-and-forth communications) OR handoffs can be opportunities to earn buyer trust and prove that yes, you really were listening and yes, your team does coordinate. Detailed and updated buyers personas.

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Territory Objectives and Key Results Contract Price 118

Gong.io

NOVEMBER 9, 2022

A buyer persona describes the ideal person your reps should pitch to. Because it’s a pattern interrupt that takes the buyer by surprise (in a good way) and is likely to lead to a positive response that moves the conversation forward. . Pitch the solution. Reframing the objection. As you can see in the image below, a.

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Highspot

JANUARY 3, 2024

Read on to discover how reps can confidently approach each closing conversation with closing sales training that works. When you address their specific issues, you build trust and establish credibility, paving the way for a successful close and repeat business. Talk with the right people: Focus your sales pitch on decision-makers.

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Closing Objectives and Key Results Negotiate Technique 52

Sales Hacker

JULY 26, 2023

Trust me: I’m an AE who’s embraced the change. It’s like having a conversation with a real human — powered by advanced AI. I called the Head of Infrastructure, but they didn’t seem on board with what I was saying and threw lots of objections at me. Being your sounding board Stuck on a sales pitch ? Intimidated by AI?

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

The 5% Institute

MAY 16, 2023

Enhanced Sales Skills: By honing essential skills such as prospecting, qualifying leads, objection handling, and closing deals, sales coaches empower salespeople to excel in their roles. By understanding their motivations, fears, and aspirations, a coach can build trust and create a supportive environment for growth.

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Objectives and Key Results Technique Sales Objection handling 52

Gong.io

JUNE 19, 2018

We used AI to analyze over 1M sales conversations that span 384,923 deals. While building a sales process can seem complicated, we found it comes down to three things: Identifying the types of sales conversations that happen. Understanding what success looks like in each of those conversations. Equipping your reps to execute.

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Process Objectives and Key Results Cold Call Objection handling 103

Gong.io

JULY 6, 2018

For starters, they cover more topics than poor or average performers: 15 compared to 12 on a 43-minute call: Their conversations are linear. It gets ugly: If you cluster topics thematically, you’ll “switch” topics during your conversation 15.6% You can use that two-way dialogue to build trust and understanding. Be a leader.

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Cold Call Objection handling Pitch Sales 103

Hubspot

SEPTEMBER 30, 2019

Objection handling training exercises. This equips reps to go into calls with more confidence, the right vocabulary, and a clear direction in which to take the conversation. E-pitch competitions. I once spoke to a software engineer who described his job as "coming in and figuring out how to break our software everyday."

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Gaming Pitch Sales Objection handling 99

Salesforce

MAY 30, 2023

There are many sales certifications to choose from, but it’s best to opt for those backed by a universally trusted organization with documented experience in sales. These certifications can cover soft skills like empathy building, or more tactical skills like objection handling. If you pass, you receive the certification.

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Education Objection handling Cold Call Up-sell 52

The 5% Institute

FEBRUARY 26, 2020

Instead of selling your products or services as another commodity, you need to approach your sales conversations with from a place of prescribing your offer, rather than simply pitching it like your competitors may be doing. People buy from people they like and trust. Handling Objections. It’s Intangible.

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Closing Sales Objection handling Presentation 52