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. Timing objections: “It’s not the right time for me to buy/sell.”

Real Estate 52

Real Estate Objection handling Transportation Finance 52

Salesforce

OCTOBER 10, 2023

It’s no different in sales — only instead of game rules, you use a sales cycle to make sure you’re following the right steps at the right time. A sales cycle is the collection of sequential stages sales reps follow when converting a prospect into a customer. What you’ll learn: What is a sales cycle? Why is a sales cycle important?

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Salesforce

FEBRUARY 19, 2024

Benefits of a playbook Sales plays to include in your playbook How to write an effective playbook How to keep your playbook up to date 7 sales playbook types and examples Make your enablement about results, not effort Close your revenue gaps and get more out of every rep — with Sales Programs delivered in your CRM. What are sales plays?

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

Highspot

JULY 6, 2023

With proven sales training strategies and ongoing coaching and enablement, reps will be ready to tackle the art of selling. Sales skills enable sellers to persuade, negotiate, and communicate effectively. Strong leaders inspire their teams, set clear objectives, and strategize effectively. Why are Sales Skills Important?

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Pitch 52

Highspot

JANUARY 4, 2024

Follow these seven steps to develop your sales training program: 1. Needs Evaluation Evaluate the selling skills and competencies your sales team currently has versus what they need to excel. Practical advice: Pair up less experienced sales reps with seasoned veterans for a period of shadow learning.

Objection handling 52

Objection handling Pitch Sales Technique 52

Gong.io

JULY 11, 2022

Inside sales (sometimes called remote sales or remote selling) is often the primary sales model for B2B, SaaS, tech, and certain high-ticket B2C sales teams. Let’s say you’re looking to implement a new email marketing campaign , and you need an email automation platform to set it up. Negotiating and closing contracts.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Highspot

JANUARY 3, 2024

This is followed by handling sales objections, offering solutions, and finally, guiding the customer towards making a buying decision. You might suggest a minor next step, like a trial period or a follow-up meeting, which can lead to a more significant commitment to closing the sale. Schedule a Highspot demo today!

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

Closing Bigger

JANUARY 7, 2020

Photo credit Jejimenejlc The post Sales Podcast – The Right Brained Sales Revolution appeared first on Shane Gibson's Podcast – Social Selling – B2B Sales and Influence. I’d love to hear your thoughts in the comments below or feel free to reach out to me directly at shane@closingbigger.net.

Objection handling 52

Objection handling Negotiate Sales Drivers/motivators 52

Closing Bigger

JANUARY 7, 2020

Relationships scale sales followers don’t. No leapfrogging, once you have invested 10,000 hours in right brain selling there is no hack to catch up. Objection Handling Skills. Negotiations. Managing Complex Business Relationships (Selling to multiple stakeholders). Objection Handling Skills.

Objection handling 52

Objection handling Negotiate Drivers/motivators Networking 52

Gong.io

JUNE 25, 2021

We crunched the stats, and it turns out the “Interest CTA” is the highest performing call to action for cold emails: The Interest CTA sells the conversation, not the meeting. . Silence, followed by phone hanging up sound. Open up your next cold call with the following question: . Confession: Guilty as charged.

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

criteria for success

MARCH 11, 2020

The opposite, a bottom-line, risk-taking buyer, will also raise an objection or concern to test your abilities or determine whether they can trust you. Objections are Opportunities. Fine-tuning your objection handling process can actually improve the quality of the conversation for both parties. Determine value/ROI.

Closing 69

Closing Objectives and Key Results Objection handling Cross-sell 69

Hubspot

MARCH 20, 2018

When we talk about objection handling in sales, it is often focused on the later stages of the buying cycle, usually during negotiations. We focus on pricing and timing issues -- the types of objections that prevent a deal from closing. Second, d on’t sell the product, sell the next step. The Gatekeeper.

Prospecting 101

Prospecting Objection handling Appointment SQL 101

Sales Hacker

FEBRUARY 2, 2021

A sales cycle is a term used to describe the sales process steps, beginning when a sales rep identifies a potential customer to follow up after closing the sale. This information will help you when coming up with the perfect sales pitch that will appeal to your prospect and sell the value of whatever product/ service you might offer.

Sales 105

Sales Cross-sell Pipeline Negotiate 105

Gong.io

AUGUST 22, 2018

It influences everything from how the seller presents, to which objections the customer surfaces, to how much negotiating leverage you find yourself with at the end of the sales cycle. Spend 15-20 minutes on this, and get a “spokesperson” from every group to present the best questions they came up with. No pipeline, no glory.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

Partners in Excellence

SEPTEMBER 27, 2016

No, I’m not setting you up for a line like, “How many self help gurus does it take to screw in a light bulb,” or “What do you call 100 sales thought leaders sitting at the bottom of the ocean?” ” I’m actually quite serious. It would probably be different from most other sales books you read.

Objection handling 85

Objection handling Negotiate Sales Up-sell 85

The 5% Institute

JUNE 8, 2023

Prepare compelling answers that highlight your achievements, problem-solving abilities, and your approach to handling challenging situations. Be ready to provide specific examples of successful sales campaigns, difficult negotiations, and effective sales strategies you have implemented in the past.

Closing 52

Closing Objectives and Key Results Technique Sales 52

Salesforce

NOVEMBER 20, 2023

As celebrated entrepreneur Siva Devaki noted, “Sales is not about selling, but about building trust and educating.” Speed up your sales Wait, what is a sales call? Follow these four steps: 1. Make sure you mention the day and date as well as the method you’ll use to follow up.

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

Sales Hacker

JULY 26, 2023

Bonus: 7 ChatGPT Prompts for Selling to the C-Suite Table of contents What AI can do for AEs Introduction to ChatGPT Easy guide: How to set up and use ChatGPT 5 things you should use ChatGPT for right now (with prompts!) Here’s an example prompt: Set this up, tune it to your needs, and then paste your proposals in, one after another!

Objectives and Key Results 75

Objectives and Key Results Pitch Cold Call Sales 75

Sales Hacker

OCTOBER 5, 2018

When sales onboarding is ineffective, the costs are high – not only for the sales department but for the entire organization: Underprepared sales reps can damage your business reputation and may not sell to buyers the way they like to be sold to. Activities can include the first prospecting call, first demo call or first sales call.

Objectives and Key Results 81

Objectives and Key Results Objection handling Sales Negotiate 81

Sales Hacker

JULY 26, 2023

Bonus: 7 ChatGPT Prompts for Selling to the C-Suite Table of contents What AI can do for AEs Introduction to ChatGPT Easy guide: How to set up and use ChatGPT 5 things you should use ChatGPT for right now (with prompts!) Here’s an example prompt: Set this up, tune it to your needs, and then paste your proposals in, one after another!

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

Lead Fuze

JANUARY 1, 2022

This is crazy specific, but you could find all the people that match the following: . It can be defined as the steps, beginning with identifying clients and following up after closing deals. Salespeople will often try cross-selling or up-selling during this stage. Handling objections.

Commission 52

Commission Sales Cross-sell Pipeline 52

Hubspot

APRIL 2, 2018

I wanted to follow up on the proposal.”. "Do Finally, I picked up the phone and called my prospect’s office. Use it to coordinate meetings, set up calls, and confirm next steps -- but don’t use it to advance an opportunity. Phrases to avoid in email: “I wanted to follow up on the proposal.”. “Do

Prospecting 96

Prospecting X-functional Contract Cross-sell 96

Gong.io

MAY 12, 2019

That phrase should have been put to bed ages ago, but it’s in enough sales books that new recruits still pick it up. It works in some situations (like negotiations), but it doesn’t work on cold calls. Put worries to rest as quickly as possible by following up on your full name, company name, and “How’ve you been?”,

Cold Call 107

Cold Call Objectives and Key Results Price Negotiate 107

Sales Hacker

OCTOBER 22, 2018

Never has this been more true than in the art of selling. In fact, with so many variables involved in a deal—from unique buyer objectives, to your timing in a deal relative to your competitors— building playbooks for your sales teams is more like writing a “ Choose Your Own Adventure ” novel. In sales, it’s not much different.

Sales 98

Sales Gaming Objection handling Quota 98

SBI

JANUARY 28, 2020

Take the time to work with your Sales Managers in the following ways. What is keeping your sales managers up at night? Their bosses are raising their team quotas all the time, and they cannot understand how anyone could struggle to sell your product or solution. Negotiation skills. Negotiation skills. Demo skills.

Sales 52

Sales Objection handling Quota Legal 52

Lead Fuze

DECEMBER 1, 2021

This is crazy specific, but you could find all the people that match the following: . When she tried to apply the product on my hand, I said “No thanks” and that was when her first objection came up. ” She used this objection to her advantage. Validating the Objection. Who have more than 10 employees.

Prospecting 52

Prospecting Objectives and Key Results Negotiate Commission 52

PandaDoc

NOVEMBER 15, 2021

The quality of your sales culture determines how much your salespeople sell, how productive they are, how long they stay with your organization, and what benefits can your sales organization expect to reap from how you’ve structured your sales team. A culture of sales: Best practices to follow. The role of congruence in sales.

Sales 52

Sales Quota Trust Promote 52

Sales Hacker

APRIL 26, 2018

Anyone selling something to enterprises without these skills would be operating at a very serious disadvantage. Using a business-centric frame of reference, he or she should be able to perform the following: See the big picture as well as the little details comprising a business organization. Business Acumen Vs. Sales Acumen.

Drivers/motivators 53

Drivers/motivators Non-Profits B2B Strategize 53

Gong.io

NOVEMBER 12, 2021

The goal of prospecting is to sell the meeting. In this prospecting call, that’s your only objective: Land the meeting and move the buyer down the funnel. . Instead, focus on selling the meeting. #2 You’ve sent a (long) follow-up email. Something that “wakes up” the brain. This sounds crazy, right?

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

PandaDoc

APRIL 3, 2023

We’re passionate about enabling sales teams to be more efficient and sell more — and we know a thing or two about sales playbooks, too. A sales playbook is a comprehensive collection of all your sales strategies, tactics, tools, and best practices for your salespeople to use and follow. What is a sales playbook? The result?

Objectives and Key Results 52

Objectives and Key Results Negotiate Contract Represent 52

Sales Hacker

APRIL 16, 2018

4) Going up the sales career ladder [9:00]. The sales team is set up in two teams, we’ve got a team that’s responsible for selling into the buy side and sell side, and a team responsible for selling into big corporations. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher.

Territory 40

Territory Cross-sell Up-sell Objection handling 40

Gong.io

NOVEMBER 12, 2021

The goal of prospecting is to sell the meeting. In this prospecting call, that’s your only objective: Land the meeting and move the buyer down the funnel. . Instead, focus on selling the meeting. #2 You’ve sent a (long) follow-up email. Something that “wakes up” the brain. This sounds crazy, right?

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

Gong.io

SEPTEMBER 10, 2021

There’s an article from Napoleon Hill on personal achievement, one from Carl May on the strategy for winning, and a selling power piece from Les Brown. And there’s an entire section on cold calling scripts — complete with objection handling for just about every scenario you can imagine. But don’t just blurt out words. .

Cold Call 71

Cold Call Objection handling Negotiate Sales 71

SalesLoft

DECEMBER 3, 2019

In this milestone episode, Gong.io’s Director of Sales Chris Orlob and resident sales nerd Jeremey Donovan talk about what it really means for sales to be a chainlink system, what habits differentiate the top 10% of salespeople, and actionable advice to improve your selling game. I wouldn’t say it doesn’t matter at all.

Objection handling 59

Objection handling Quota Negotiate Presentation 59

Outreach

APRIL 9, 2019

If your business sells products or services to other businesses, you have a B2B sales process. The customer experience fo the buying process typically involves the following steps: Awareness Research (reviews, product comparisons, etc.). The B2B Sales Process: A Brief Introduction. Close deal B2B Sales Tools & Technology.

B2B 65

B2B Process Objection handling Negotiate 65

Gong.io

MAY 31, 2021

It leads your sales reps through various scenarios: how to prospect, when to sell what product or service, how to overcome common objections, what to negotiate for (and how ) to name a few. Objection handling. A sales playbook resource library includes the following: . Sales enablement materials.

Territory 118

Territory Objectives and Key Results Contract Price 118

Gong.io

FEBRUARY 9, 2019

Objection Handling 6. They’re split into sections from discovery call tips , to product demos , to objection handling , and more. If they do, I’m willing to bet that your respect for them jumps up a notch. SECOND, you control the conversation when you state your name and your company’s name up front.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133