Salesforce

APRIL 11, 2023

We learned very quickly that the biggest obstacle to closing new business isn’t the objections themselves, it’s how the team manages the objections. The key to effective objection handling is using a question-based framework that puts the prospect at ease. Why is objection handling important?

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Objection handling Objectives and Key Results Trust Prospecting 98

Gong.io

APRIL 27, 2018

Objection handling techniques, tips, and tricks for sales are all over the Internet. So what makes this the BEST post about objection handling you’ll ever read? Then, we analyzed the calls using artificial intelligence (AI) and natural language processing (NLP) to identify behaviors that correlate with sales success.

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Objection handling Technique Price Sales 110

SalesLoft

AUGUST 4, 2020

Objections don’t have to be your sales team’s kryptonite. We’ll share how it’s not only possible to combat objections during one-off sales conversations, but scale the objection-handling process so all team members respond with the same voice and carefully articulated talking points.

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Objection handling Sales Conversion Prospecting 105

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. We’ll explore the ins and outs of the sales cycle, identify key metrics for improvement, and provide actionable insights to enhance your sales process.

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

Partners in Excellence

FEBRUARY 13, 2025

The primary observations had been frustration over the buying process, less with solution selection. In Hank’s latest research he reports that buyers are getting better in navigating their buying process. Part of this is they are engaging more internal groups in their buying process.

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Objectives and Key Results Objection handling Meeting Process 89

Highspot

OCTOBER 22, 2024

Consistently hitting your sales goals can sometimes feel like a game of darts – you’re trying to hit the target and close every deal, but it can be easy to miss the mark. If reps are misaligned on even just one step in the sales process, it can become nearly impossible to drive predictability within your sales force.

Process 52

Process Objection handling Quota Negotiate 52

Cerebral Selling

FEBRUARY 23, 2025

Most sales reps start with product or process-focused questions like What are you doing today? But the truth is customers dont wake up thinking about products or processes. “We’re trying to automate process ABC”) just keep asking “ Why is that important ?” or What are you looking for in a solution?

Customers 130

Customers Objection handling Strategize Negotiate 130

Partners in Excellence

NOVEMBER 21, 2024

Closing techniques, discovery hacks, objection handling gimmicks, proposal generation in 5 minutes, and more. Are you helping them more effectively navigate the buying process? How we leverage technologies to reduce the time we spend on administrative tasks. Are you able to pursue more qualified opportunities?

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Objection handling Technology Technology Up-sell 126

The 5% Institute

MAY 4, 2021

An important skill to learn that’ll help you dramatically if you’re selling products and services, is how to close sales over the phone. In this article, you’ll find out the five important tips you need to know to learn how to close sales over the phone more effectively , and more consistently. How To Close Sales Over The Phone.

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Closing Objection handling Sales Presentation 145

The 5% Institute

AUGUST 6, 2021

In this article, you’ll learn how to close sales over the phone more effectively , and more consistently. 5 x Tips For Closing. Our second tip to learn how to close sales over the phone tips, is to qualify your potential clients as early as possible. Tip #5 – Follow A Sales Process. Selling Over the Phone?

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Closing Sell Objection handling Presentation 144

The 5% Institute

JANUARY 19, 2022

Generally; the longer a sales cycle, the harder it will be to make a sale – which is why we’ll outline in this guide how to close deals faster. Read on to learn how to close deals faster, by implementing our consultative sales tips. How To Close Deals Faster- 5 x Effective Tips. How To Close Deals Faster Tip #2 – Qualify Early.

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Closing Objection handling Presentation Follow-up 144

The 5% Institute

NOVEMBER 2, 2021

Like any sales profession; inside sales can be taxing if you don’t have a process to follow – which is why we created these inside sales tips to make your tasks a lot easier. Inside Sales Tips – 5 x To Close Easier. This means they’ll be selling on your behalf – and this is not how to close sales consistently.

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Inside sales Closing Objection handling Presentation 145

The 5% Institute

AUGUST 9, 2021

Closing sales training is crucial for not only new Sales Professionals, but also for seasoned Sales Pro’s and Business Owners who want to refresh their sales process , and even learn new skills and ideas. The various aspects of closing sales training, to ensure you’re successful in your field. Implement your sales process.

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Closing Objectives and Key Results Lead generation Sales 145

The 5% Institute

JULY 23, 2020

That’s why we’ve created something to help new mortgage, loan officer and other related Sales Professionals thrive in sales, by focusing on the most important part of your sales toolkit – the sales process. Mortgage Loan Officer Sales Training – Close Easier. You’ll learn how to close and ask for the sale in a non-pushy manner.

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Closing Objection handling Sales Presentation 141

Understanding the Sales Force

MAY 4, 2025

Its a high-stakes process that demands precision and clarity. The Setup: A Call Worth Reviewing In baseball, a close playlike a runner diving for the bagsparks a challenge. Its not just about whether the deal closed; its about understanding the entire at-bat. Different world, same game. Was the runners foot on the base?

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Objection handling Angle Gaming Consult 69

Partners in Excellence

JUNE 13, 2019

Recently, someone posed a question on LinkedIn: “What is the most important part of the sales process?—–Prospecting, —–Prospecting, Discovery, Closing?” Others look at skills like questions, objection handling, and so forth. ” These questions always present us a false choice.

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Process Objection handling Sales Pipeline 107

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. AI will soon do more than respond to prompts; it will proactively support your sales process. Take objection handling.

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Objection handling Angle Sales Follow-up 55

SaaStr

MARCH 29, 2025

You need to close your first 10-20 customers yourself to deeply understand the sales process, objections, and what resonates with buyers. The transition typically happens when you hit ~$1M ARR or when you can no longer handle the volume of leads yourself. Include scripts, objection handling, and key metrics.

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Commission Objection handling Quota Sales 75

Sales Hacker

SEPTEMBER 11, 2019

Top Negotiation Tips that Help Close the Deal. Listen closely as you negotiate. Have an idea of when each step should be taken, from first contact to following-up, all the way to actually closing the deal. RELATED: How to Negotiate More Effectively to Close More Deals (Podcast). Listen Closely as You Negotiate.

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Negotiate Closing Objectives and Key Results Objection handling 111

Partners in Excellence

JANUARY 16, 2025

In selling, there is no end to the tools that claim to provide coaching, performance reporting tools, conversational intelligence, role play tools, social selling, prospecting/customer engagement, negotiation, objection handling, closing, time management. And this is exacerbated by all the AI adaptations and LLMs.

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Objectives and Key Results Objection handling GTM Pipeline 125

The 5% Institute

FEBRUARY 24, 2020

If you’re selling B2B – also known as business to business; something that’ll be foundational to your success in your industry, is the presence of your B2B sales process. But what exactly is a B2B sales process? The B2B Sales Process – Explained Step By Step. What Is A B2B Sales Process? What Is A B2B Sales Process?

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B2B Process Objectives and Key Results Objection handling 98

Veloxy

FEBRUARY 13, 2023

Open ended sales questions are a crucial aspect of the sales process. 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? Five examples of close ended sales questions Have you used a similar [product/service] before?

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Objectives and Key Results Sales Objection handling Follow-up 246

Cerebral Selling

SEPTEMBER 12, 2022

As a result, they suffer with low close rates and poor forecast accuracy. We forecasted the deal to close but after ALL that work, they STILL didn’t move forward with us!” For example, a manual process that your solution can automate may not be seen as a high priority to address. the real reason they buy). Stick around?

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Customers Objectives and Key Results Objection handling Drivers/motivators 213

The 5% Institute

MARCH 3, 2020

If you’re selling B2B – also known as business to business; something that’ll be foundational to your success in your industry, is enacting a complex sales process. But what exactly is a complex sales process? The Complex Sales Process – A Step By Step Guide. The Complex Sales Process – A Step By Step Guide.

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Process Objectives and Key Results Objection handling Sales 98

Gong.io

JUNE 19, 2018

The Internet is littered with articles about the sales process. It’s the only sales process post based on hard data. The analysis revealed concrete behaviors and patterns across the entire sales process that lead to successful outcomes. Prospecting is your first step in the sales process. Equipping your reps to execute.

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Process Objectives and Key Results Cold Call Objection handling 103

The 5% Institute

MAY 6, 2020

Knowing how to consistently close a deal is one of the most important things to learn in sales. The way in which we teach how to close a deal, is by using a consistent system; or framework. In this article, you’ll learn how to close a deal with ease, by using a framework we call The 5% Sales Blueprint. Handle objections.

Closing 98

Closing Objectives and Key Results Technique Consult 98

The 5% Institute

APRIL 5, 2020

An important skill to learn that’ll help you dramatically if you’re selling products and services, is the ability to close on the phone. In this article, you’ll learn five important tips to help you close on the phone more effectively, and more consistently. How To Close On The Phone – 5 x Tips To Succeed.

Closing 98

Closing Objection handling Presentation Follow-up 98

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. They build some rapport.

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Objection handling Sales Trust Presentation 145

The 5% Institute

JUNE 15, 2023

In the world of sales and business, objections are inevitable. When you’re trying to sell a product or service, potential customers often raise concerns or doubts that can hinder the sales process. These objections can arise due to various reasons, such as price, product fit, trust issues, or comparisons with competitors.

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Objection handling E-commerce Real Estate Finance 52

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

The 5% Institute

MAY 18, 2021

Objection handling. A big reason as to why the “I need to speak to” sales objection comes up, is because you’re not learning early who the purchasing decision makers are. This objection handling question makes this a great addition to your sales questions to ask customers. Want To Close Sales Easier?

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Objection handling Objectives and Key Results Customers Sales 140

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

Sales Pop!

SEPTEMBER 13, 2024

AI and automation are transforming sales processes by eliminating repetitive tasks. Customize Coaching Prompts : Set up prompts in the AI to guide reps through the sales process. Monitor Performance : Track metrics like talk-to-listen ratios and objection handling with AI tools. for live insights during sales calls.

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Objectives and Key Results Objection handling CRM Pipeline 130

Sales Pop!

JULY 3, 2024

It addresses the fundamental processes for designing an effective salesforce that can consistently surpass its goals and provide exceptional outcomes. Implement strict screening processes like thoroughly reviewing resumes and conducting phone interviews.

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Non-Profits Teamwork Objection handling Commission 130

Partners in Excellence

APRIL 3, 2024

We scour social channels for shortcuts; what are the easiest ways to prospect, how can I send more emails/make more calls, how do I close more deals with less effort, how do I leverage tools like ChatGPT to do the work for me, and on and on…… ? We also become very nimble in the execution of the process.

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Objection handling Construction Technique Drivers/motivators 143

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. Did you know?

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Objectives and Key Results Sales Pitch Objection handling 64

Highspot

MARCH 6, 2025

These reviews can happen yearly, quarterly, or monthly, depending on your sales process. More frequent touchpoints help sales leaders catch issues early, like a sales professionals close rate slipping because lead quality dropped, and adjust before its a bigger problem. Sales reps have a say in their employee evaluation, too.

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Objectives and Key Results Objection handling Quota Sales 52