Cerebral Selling

SEPTEMBER 12, 2022

One of the biggest reasons salespeople fail to create a sense of urgency in the mind of their customers is because they mistakenly focus too heavily on business cases and not nearly enough on their customer’s emotional motivators (i.e. “We spoke to the customer a number of times and identified their key issues.

Customers 193

Customers Objectives and Key Results Objection handling Drivers/motivators 193

The 5% Institute

MAY 18, 2021

Making a great first impression in your sales conversations is key, and in this article, we’ll look at ten sales questions to ask customers to help you with this. Although there are various questions to ask a customer; we’ll be looking at it with the following structure: Rapport. Objection handling. Qualification.

Objection handling 140

Objection handling Objectives and Key Results Customers Sales 140

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.

Objection handling 48

Objection handling Technique Objectives and Key Results Price 48

Cerebral Selling

SEPTEMBER 27, 2022

Effectively navigating this type of sensitive sales conversation requires mastering a combination of foundational messaging, discovery, and objection handling tactics, delivered with the right tone and approach. However, here’s how one such customer-facing narrative could break down: 1. Delivering the Narrative.

Objection handling 207

Objection handling Sales Construction Growth 207

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.

Objection handling 48

Objection handling Technique Price Sales 48

Partners in Excellence

JANUARY 25, 2024

In this post, I’m going to make the argument, that based on what I see in too many selling initiatives, is that we, as a community, have migrated from focusing on helping customers solve their problems to just beating the competition. While we claim to want to help the customer solve their problems, we aren’t.

Customers 113

Customers Objectives and Key Results Growth Objection handling 113

SalesLoft

JANUARY 16, 2024

Add explainability to every action with AI insights Rhythm helps sellers know what action to prioritize next, but they need to understand the “why” behind it to create repeatable processes and success. Follow-ups improve the customer experience by showing how much you actually care about their business.

Process 52

Process GTM Objectives and Key Results Objection handling 52

Cerebral Selling

JANUARY 23, 2023

In sales, customer objections are a fact of life. But running into the same objections time and time again can make selling feel more like Groundhog Day, especially when you know they’re coming! That’s why we have a 96 percent customer retention rate.” It’s called inoculation. What is Inoculation?

Objection handling 201

Objection handling Cross-sell Price Up-sell 201

Partners in Excellence

APRIL 3, 2024

And as we start linking shortcuts, things that are disconnected in the process, we find ourselves doing more work to fit them together, trying to manage a whole bunch of varied shortcuts that are supposed to make things easier for us. ” We would focus our time on how we connect most effectively and impactfully with the customer?

Objection handling 113

Objection handling Construction Technique Drivers/motivators 113

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.

Objection handling 120

Objection handling Technique Pitch Promote 120

Cerebral Selling

JUNE 28, 2021

Yet in sales, we ask our reps to go out and ask our customers similarly contentious questions all in the name of moving our deals forward. ” “What does the approval process looks like?” Helping customers find or create budgets within their organizations is something we can help with.” Likely not.

Customers 194

Customers Follow-up Start-ups Up-sell 194

Partners in Excellence

JUNE 13, 2019

Recently, someone posed a question on LinkedIn: “What is the most important part of the sales process?—–Prospecting, Others look at skills like questions, objection handling, and so forth. We don’t serve the sales profession or our customers in this continued quest to determine the One Thing.

Process 78

Process Objection handling Sales Pipeline 78

Partners in Excellence

MAY 30, 2023

We engage in linear selling processes–Prospecting, Qualifying, Discovering, Proposing, Closing. We may have “invented” a customer buying process that aligns with our desired process–Defining Problems, Identifying Alternatives, Identifying Needs, Assessing Alternatives, Choosing A Vendor.

Objection handling 111

Objection handling Quota Entertainment Up-sell 111

Veloxy

FEBRUARY 13, 2023

Did you know that asking questions makes it more likely for customers to approve of you? Open ended sales questions are a crucial aspect of the sales process. They allow salespeople such as yourself to better understand the customer’s needs, goals, and challenges. Your customers have a lot on their mind.

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

Highspot

NOVEMBER 9, 2023

A digital sales room, often referred to as a virtual sales room, buyer microsite, or a sales enablement platform , is a technology-driven solution that combines various digital tools and resources to streamline and enhance the sales process. It demonstrates a commitment to innovation and a customer-centric approach.

Objectives and Key Results 59

Objectives and Key Results Objection handling Teamwork Sales 59

Lead Fuze

JULY 18, 2023

You’ll learn about the LAER method for objection handling – a proven strategy that can help you address your prospect’s concerns professionally and persuasively. Additionally, we’ll discuss how anticipating and preparing for potential objections can make all the difference in your sales process.

Objection handling 52

Objection handling Cold Call Contract Pitch 52

Hubspot

DECEMBER 13, 2023

These are important to understand of course, but salespeople aren't always going to call just to pitch to a potential customer — the job encompasses so much more. In this post, I‘ll guide you through the different types of sales calls and the purpose they serve to meet your customers’ needs.

Objection handling 72

Objection handling Negotiate Cross-sell Contract 72

Gong.io

NOVEMBER 19, 2021

The moment a customer voices a sales objection, it’s tempting to do two things. Hearing sales objections make a rep want to: Say these words: “I’ve got the perfect solution for you!”. But you can learn how to handle them. Even the top-performing reps encounter sales objections. Both of them are a bad idea.

Objection handling 108

Objection handling Technique Sales Pitch 108

Partners in Excellence

JANUARY 4, 2024

Or it may be a methodology, process, objection handling technique. There is no single “rule,” no single “right way,” no magic solution that enables us to address every customer, every situation, every opportunity. The very things our customers value in helping increase theirs.

Objection handling 100

Objection handling Healthcare Territory Sports 100

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.

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

Lead Fuze

JUNE 30, 2023

Successful salespeople recognize that it’s not just about sealing the deal; they must comprehend their prospective customers, make use of suitable instruments and strategies, and continually refine their selling process. Zoho CRM: Connect with customers through email, live chat, phone, and social media, all in one place.

Objectives and Key Results 52

Objectives and Key Results Objection handling Technique Pitch 52

Cerebral Selling

APRIL 6, 2021

Customer budgets shifted and evaporated overnight. The things your customer values change quickly. ROI is an objective statistic. Over the past year, the best sellers have continuously asked themselves, “How have the things my customer values changed?” Related video: What your customers value has changed!

Sell 136

Sell Objection handling Hospitality Pitch 136

Partners in Excellence

AUGUST 15, 2022

In Tai Chi, they talk about the whole process as “flow.” Each step in the process flowed naturally to the next step, then the next until the products finally were built and shipped to customers. Sometimes people would focus more in the individual steps and not on the end to end process.

Sell 92

Sell Manufacturing Objection handling Government 92

Gong.io

JUNE 8, 2022

Meet the MEDDIC sales process. . If you deal with buyers whose complex, internal politics and buying processes feel like a black box, the MEDDIC sales process gives you a clear path forward. For modern sales teams, the MEDDIC sales process is the embodiment of the old saying, “An ounce of prevention is worth a pound of cure.”

Process 62

Process Objectives and Key Results Quota Sales 62

Highspot

MAY 30, 2024

Whether it’s sales and marketing not syncing up, using outdated tools, or outdated processes, these problems can slow progress. It ensures all customer-facing teams are equipped to provide a cohesive, consistent customer experience that maximizes growth. This lets you customize your sales approach for each customer segment.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Education Objection handling 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. This includes knowing how to identify potential customers, build relationships, qualify leads, handle objections, and close deals.

B2B 52

B2B Objection handling Negotiate Technique 52

Partners in Excellence

MAY 13, 2022

They may be more narrowly focused on specific skills like objection handling, prospecting, closing, negotiation. Whether it is switching vendors, improving operations, addressing new opportunities, solving a problem; what we are asking our customers to do is change. And, as a result, both we and our customers fail.

Sell 85

Sell Objection handling Negotiate Customers 85

Highspot

SEPTEMBER 11, 2023

Keeping up with new products, trends, and customer expectations can feel like navigating a maze without a map. Sales readiness goes beyond training to prepare sales professionals for real-world customer interactions. Prepared sellers understand products and confidently convey their value to customers.

Objection handling 59

Objection handling Sales Technique CRM 59

The 5% Institute

MAY 24, 2023

It is the engine that drives revenue generation, customer acquisition, and business growth. By understanding the importance of sales, businesses can focus on improving their sales processes and achieving better outcomes. Satisfied customers are more likely to become repeat buyers and advocates for the brand.

Objectives and Key Results 52

Objectives and Key Results Objection handling Technique Repeat business 52

Partners in Excellence

JULY 8, 2020

But how different are they, and taken collectively, how much impact have they had on improving our effectiveness with customers? ” Selling is a construct that means something to sales people, but means nothing to customers. .” This means using words, techniques, processes that our customers understand and use.

B2B 91

B2B Sell Objection handling Technique 91

Sales Hacker

OCTOBER 31, 2017

With all of the advancements in sales and buyer side technology, now is the time to modernize your sales process or risk becoming irrelevant. Customers lose sleep over their problem, not your product. The top professionals at hyper-growth companies are busy hacking their sales process. What is a Sales Process?

Process 82

Process Objectives and Key Results Repeat business Referrals 82

Highspot

JANUARY 9, 2024

In this article, we’ll explore the B2B sales process, types and components of an effective training program, best practices, current trends, and pitfalls to avoid. What Does the B2B Sales Process Look Like? The B2B sales process is a structured yet flexible journey tailored to meet the unique needs of customers.

Technique 52

Technique B2B Cross-sell Negotiate 52

The 5% Institute

JUNE 27, 2023

Understanding Sales Motion A sales motion refers to the series of activities and strategies implemented by a company to drive its sales process. It encompasses the entire journey from prospecting and lead generation to closing deals and nurturing customer relationships.

Objection handling 52

Objection handling Drivers/motivators Technique Sales 52

Partners in Excellence

OCTOBER 19, 2020

Our own company has developed and implemented sales methodologies used by thousands of sales people–though all of our work is customized to the strategies, priorities, culture/values of the organizations we work with. Yet we know buying processes are non linear, they start and stop, they are “squishy.”

Objection handling 103

Objection handling Sales Retail Up-sell 103

The 5% Institute

MARCH 12, 2024

Basic sales are the fundamental transactions that initiate a customer-business relationship. These transactions not only generate immediate revenue but also lay the groundwork for customer loyalty and repeat business. Data Analytics: Leverage data analytics tools to gain valuable insights into customer behaviour.

E-commerce 52

E-commerce Objectives and Key Results Territory Technique 52

The 5% Institute

JUNE 8, 2023

Handling objections is an essential skill for any real estate professional. When clients raise concerns or express doubts, it’s crucial to address their objections effectively to move forward with the buying or selling process. Highlight its unique features, architectural details, or potential for customization.

Real Estate 52

Real Estate Objection handling Transportation Finance 52

Highspot

JULY 18, 2023

It reduces onboarding time: According to HubSpot , the onboarding process for a new rep takes an average of 3.2 Give them the skills to be confident when it comes to objection handling to help them field a wide gamut of customer concerns and issues. months before they’re able to reach their optimum level of performance.

Objection handling 52

Objection handling Objectives and Key Results Sales Cold Call 52