The 5% Institute

APRIL 13, 2021

5 x Practice Sales Activities To Close Easier. #1 1 – Objection Handling. The first on our list of practice sales activities, is objection handling. However, to keep it fun – give them a sales objection and get them to break it down. Want To Close Sales Easier?

Closing 145

Closing Objection handling Gaming Sales 145

Cerebral Selling

FEBRUARY 23, 2025

Bonus:Ive covered 3 ways you can use this question in the initial discovery, a second meeting, and even as an objection-handling tactic 2. Related video: What’s the “Pain & Pitch”? Youll get better answers, uncover deeper insights, and ultimately close more deals. and why you should stop doing it!)

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Customers Objection handling Strategize Drivers/motivators 130

Veloxy

JANUARY 7, 2025

The quicker you can close a deal, the faster you can move on to the next one. It can help you close deals faster, increase your sales volume, and improve your bottom line. A sales cycle is the process your sales team goes through in order to close a sale with a customer. Closing: Locking in the sale and getting commitment.

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

Hubspot

MARCH 2, 2018

To be successful, reps must learn how to both discover and resolve these objections. What Is Objection Handling? Objection handling is when a prospect presents a concern about the product/service a salesperson is selling, and the salesperson responds in a way that alleviates those concerns and allows the deal to move forward.

Objection handling 101

Objection handling Contract Prospecting Up-sell 101

The 5% Institute

JULY 23, 2020

Mortgage Loan Officer Sales Training – Close Easier. 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. You’re Looking For Pain.

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Closing Objection handling Sales Presentation 141

Sales Gravy

MAY 29, 2025

The best use AI to identify patterns in their closed-won deals, then apply those insights to current opportunities. Take objection handling. It lacks the intuition that tells you to pivot your pitch mid-conversation because you've spotted a better angle. Take objection handling.

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Objection handling Angle Sales Follow-up 54

Sales Hacker

SEPTEMBER 11, 2019

Which is a real problem… Because after you’ve put effort and resources into researching and creating a solid pitch and proposal, it only makes sense to come to the table prepared to negotiate with the prospect. Top Negotiation Tips that Help Close the Deal. Listen closely as you negotiate. Listen Closely as You Negotiate.

Negotiate 111

Negotiate Closing Objectives and Key Results Objection handling 111

Veloxy

FEBRUARY 13, 2023

This leads to higher levels of trust and rapport, and ultimately more closed deals. What's the difference between open ended and close ended questions? Close ended questions are questions that can be answered with a “yes” or “no,” or with a specific piece of information.

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

Engage Selling

SEPTEMBER 22, 2018

So has the routine sales pitch. The days of the “ideal buyer” have gone the way of the dinosaurs. In this new marketplace, your next hit might come from a company’s CFO instead of the customer service team you work … Read More »

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Pitch Service Objection handling Customers 98

The 5% Institute

AUGUST 2, 2022

Sales Drills #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 Sales Appointment Clients 140

Highspot

OCTOBER 29, 2024

These assistants can analyze the conversation, offer suggestions for improvement, and provide relevant information or resources to help reps close deals. They essentially speed up the coaching process by reviewing sales reps’ pitches and meeting recordings, grading them, and delivering instant feedback.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

Highspot

MAY 26, 2025

Is training translating into closed deals? For example, it can show whether a sales methodology training leads to more closed deals or if a coaching session improves rep confidence, providing new insights for early intervention. For example, sales reps who skipped interactive role-plays in training struggled with objection handling.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Education 52

The 5% Institute

JULY 20, 2021

One of the most important parts of the sales process as well as your sales conversations, is handling sales call objections the right way. Handling sales call objections can either help you close the sale, or potentially break rapport if you handle them incorrectly. The presentation or pitch then starts.

Objection handling 145

Objection handling Sales Trust Presentation 145

The 5% Institute

DECEMBER 15, 2020

1 – Objection Handling. The first on our list of sales team building games, is objection handling. Many Sales Professionals if trained correctly, will use something like our five-step objection handling breakdown ( that you can find here ) to overcome sales objections.

Gaming 134

Gaming Objection handling Sales Pitch 134

The 5% Institute

JUNE 15, 2023

Active Listening and Empathy When a customer raises an objection, actively listen to their concerns and show empathy. By demonstrating genuine interest and understanding, you create a foundation for effective objection handling. Anticipate potential objections and provide relevant information and solutions proactively.

Objection handling 52

Objection handling E-commerce Real Estate Finance 52

Partners in Excellence

MAY 15, 2014

.” When I ask, I get responses like: “Would you just give us the formula to [insert whatever you want--prospect, get meetings with execs, close, handle this/that objection, fill my pipeline.]?” ” “If I just had a killer pitch!” ” “What’s the script?”

Objection handling 125

Objection handling Pitch Pipeline Closing 125

Sales Hacker

MARCH 30, 2025

When pitching, emphasize the specific problem your product solves rather than its features. Handle objections by agreeing then asking a trap question. When faced with objections, agree with the prospect first to lower their defenses. When faced with objections, agree with the prospect first to lower their defenses.

Cold Call 68

Cold Call GTM Objection handling Sales 68

Highspot

NOVEMBER 24, 2024

Sales enablement training is a program designed to empower sales teams with the skills, knowledge, and tools they need to perform at their best, close more deals, and reach their goals. This, in turn, supports your business in achieving its objectives and staying ahead of the curve. What is Sales Enablement Training?

Pitch 52

Pitch Sales Technique Cross-sell 52

criteria for success

AUGUST 1, 2019

Have you ever met that ideal prospect who agreed with everything you pitched and immediately bought whatever you were trying to sell? So in order to close more deals, sales reps need to have a thorough understanding of the [ ] The post The Objection Handling Process: What Sales Reps Need to Know!

Objection handling 40

Objection handling Process Pitch Sales 40

Gong.io

FEBRUARY 1, 2019

Pretend you’re a sales rep pitching a politician on building a new city on top of an empty plot of land in South Dakota. Most pitches would look something like this: Well Mr. Politician, it all starts with this empty plot of land: It doesn’t look like much, I know. Your close rates will bump up if you do it right.

Product 132

Product Objectives and Key Results Objection handling Pitch 132

The 5% Institute

FEBRUARY 5, 2021

We recommend using the BANT method to identify whether or not they qualify, which’ll prevent sales objections and sales conditions coming up later on. If there is a lack of time frame or need, then you’re not going to have much desire; which will make objection handling in sales conversations difficult.

Objection handling 128

Objection handling Sales Trust Presentation 128

Highspot

APRIL 20, 2025

Are deals stalling due to weak objection handling (“too expensive”, “competitor offers better features”)? Show your learners what that looks like in a case study, a customer anecdote, or a call clip where a sales rep nails a pitch to a tough prospect. Focus on one high-value area (objection handling).

Go To Market 52

Go To Market GTM Objectives and Key Results Objection handling 52

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?

Objection handling 145

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?

Objection handling 145

Objection handling Trust Presentation Clients 145

The 5% Institute

DECEMBER 17, 2019

High ticket closing is a popular niche within sales that many Sales Professionals are moving towards, because when done correctly – it can be very profitable. But what is high ticket closing; and what is the step by step system needed to make your high ticket closing journey successful? What Is High Ticket Closing?

Closing 75

Closing Non-Profits Cross-sell Presentation 75

The 5% Institute

NOVEMBER 1, 2021

Related article: How To Overcome The Two Main Sales Objections In Two Minutes. The presentation or pitch then starts. Objections handling, and asking for the sale. This is important, because you want to close out any other areas of concern before proceeding to asking them your closing questions.

Objection handling 144

Objection handling Sales Trust Presentation 144

Partners in Excellence

JANUARY 13, 2019

Sales is no different, we have our own vocabulary, terms like prospecting, qualifying, objection handling, pipeline, funnel, discovery, closing, quota. Along with those, we develop tools that help us with those things, for example, objection handling techniques, closing techniques, qualifying techniques, and so forth.

Objection handling 96

Objection handling Technique Construction Finance 96

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.

Sales 144

Sales Objection handling Trust Presentation 144

Partners in Excellence

MAY 17, 2021

Since software developers must work in close collaboration, adopting a commonly understood language, and even process/techniques, enables developers to communicate efficiently and get work done. The mindset of the customer is oriented around their businesses, goals, objectives. .” I start getting a little dizzy.

Objectives and Key Results 145

Objectives and Key Results Technique Manufacturing Objection handling 145

Gong.io

NOVEMBER 12, 2021

So you want to learn what skills the best-of-the-best sales pros use to close more deals, crush their goals, and make boatloads of cash? 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. 10 Sales Skills for Objection Handling: Pause.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

The 5% Institute

FEBRUARY 20, 2020

1 – Objection Handling. The first on our list of fun sales training games, is objection handling. Many Sales Professionals if trained correctly, will use something like our five-step objection handling breakdown ( that you can find here ) to overcome sales objections.

Gaming 98

Gaming Objection handling Sales Pitch 98

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. They build some rapport.

Sales 141

Sales Objection handling Trust Presentation 141

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. They build some rapport.

Sales 140

Sales Objection handling Trust Presentation 140

Highspot

MAY 15, 2025

Key takeaways Partner enablement extends your sales force with skilled external teams who can represent your brand, reach new markets, and close deals with the same confidence and consistency as your internal reps. Theyll be empowered to close deals, expand your reach, and stay aligned with your go-to-market goals.

Healthcare 52

Healthcare Objectives and Key Results Niche Finance 52

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?

Objection handling 130

Objection handling Sales Trust Presentation 130

Partners in Excellence

NOVEMBER 27, 2018

Otherwise, why do customers constantly complain about being pitched, sales people not understanding their problems, and so forth. Internal teams don’t think in terms of “objection handling,” but they have skills at resolving differences of opinions, contention/conflict within their own organizations.

Sell 116

Sell Objection handling Assembly Line Territory 116

Gong.io

JUNE 25, 2019

It’s a short pitch (~3-5 minutes) about a business problem you solve or an opportunity you help buyers exploit. Let’s say you’re pitching a politician on building a new city. Most salespeople would approach that pitch in this logical (but ineffective) manner: Ms. Here’s what a GREAT pitch sounds like. Here’s an example.

Objectives and Key Results 108

Objectives and Key Results Pitch Hospitality Objection handling 108