Remove Drivers/motivators Remove Negotiate Remove Objection handling
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5 Problem-Centric Discovery Questions (That Will Stop Customers in Their Tracks)

Cerebral Selling

The issue with these questions is that they fail to provide a sense of depth and insight into arguably the most important motivation behind the customers decision to even look at solutions; their problems! 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.

Customers 130
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AI Role Play for Sales Managers: How to Train and Sell Better

Highspot

You can experiment with negotiation tactics and tackle tough conversations without worrying about peers or clients observing every misstep. Offering specific feedback ensures sales reps stay motivated. How do you distribute workloads fairly and still motivate team members? Adjust the rep’s negotiation strategy.

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The SDR Career Path: A Scalable Approach to SDR Development

Salesforce

So as an SDR manager, how can you ensure your team stays motivated, engaged, and productive in such a demanding and often thankless role? Together, we will uncover actionable insights that will elevate your team’s performance and ensure they remain motivated and fulfilled throughout their journey.

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Buyer’s journey vs. customer’s journey — what makes these paths different, and where they intersect

Hubspot

You can break into three main stages: The buyer journey focuses entirely on the pre-purchase experience and involves the questions, doubts, and motivations that drive someone to buy. Instead of using standard templates in their demos, they customize everything around the prospect’s real sales playbook, objection-handling examples, and KPIs.

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Complex sales CPQ: Accelerating sales cycles and eliminating bottlenecks

PandaDoc

Objection handling: Customers may have concerns about pricing, competitors, or implementation. This can include negotiations, compliance checks, and/or deciding on a timeline for implementation with your customer. Build relationships: Be available to your prospect and any decision-makers. Start your free 14-day trial today!

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GTM 134: When to Hire Your First Sales Reps (And How to Get It Right) with Joe DiMento

Sales Hacker

You know, a bunch of Q& A and sort of objection handling. Like, the more that they do that, clearly, they’re intrinsically motivated to do it to some degree, right? And then, you know, on the flip side, if you are taking a founding AE role, I would always try to negotiate more, uh, more equity, bet on yourself.

GTM 95
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How to Increase Sales Effectively: Expert Strategies for 2025

Salesforce

Are they motivated more by emotional needs or physical ones? The key is aligning the reward with what motivates your audience. Tools like Agentforce provide personalized sales role-plays that help reps refine their pitching, objection handling, and negotiation skills.