The 5% Institute

OCTOBER 20, 2021

Although your product or service may be beneficial to a number of people, if you try to spend your time and energy trying to reach everyone, you’ll end up having no impact. Our third tip to learning how to sell over the phone, is to handle sales objections as early as possible. Tip #5 – Follow A Sales Process.

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Sell Objection handling Presentation Up-sell 144

The 5% Institute

MAY 4, 2021

Although your product or service may be beneficial to a number of people, if you try to spend your time and energy trying to reach everyone, you’ll end up having no impact. Our third tip when learning how to close sales over the phone, is to handle sales objections as early as possible. Tip #5 – Follow A Sales Process.

Closing 145

Closing Objection handling Presentation Sales 145

Veloxy

FEBRUARY 13, 2023

Avoid current and future objections Go back up to the top of this blog post and review Jordan Belfort’s three-step open ended sales sequence. When it comes to [relevant issue], what keeps you up at night? Most of those interruptions are of little to no relevance to you and your proposed solution.

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

The 5% Institute

JULY 5, 2022

2 – You’re Not Being Present. The second issue with using talk tracks in a rehearsed format, is that it robs you of the opportunity of being completely present with your potential client. When you’ve presented, it’s likely there will be some areas of concern and sales objections prior to them making a buying decision.

Objection handling 141

Objection handling Sales Clients Presentation 141

The 5% Institute

JUNE 8, 2023

Provide them with up-to-date market trends, recent sales data, and comparable property prices to support your arguments. Offer alternatives and options: Show alternative properties that meet the client’s needs: If clients have objections to a specific property, provide them with alternative options that align with their preferences.

Real Estate 52

Real Estate Objection handling Transportation Finance 52

The 5% Institute

AUGUST 9, 2021

Having been a part of literally thousands of sales meetings and presentations , Sales Professionals generally approach their sales with this approach: They say hello, and build some basic rapport. Present their products or services. Objection handling, and then again – ask for the sale. Presenting. Finding pain.

Closing 145

Closing Objectives and Key Results Lead generation Sales 145

The 5% Institute

OCTOBER 29, 2019

Sales Training Activity #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.

Objection handling 98

Objection handling Sales Appointment Clients 98

Cerebral Selling

JANUARY 18, 2021

Why should people follow your government’s advice?”. Objections present opportunity for confrontation. Sure, there are a few bad actors here and there, but the majority of our people follow the public health guidelines because they know deep down it’s the right thing to do. ”. Lockdown measures aren’t working!

Objection handling 178

Objection handling Negotiate Strategize Presentation 178

The 5% Institute

DECEMBER 12, 2019

Although there are various questions to ask a potential client; we’ll be looking at it with the following structure: Rapport. Objection handling. First of all, it allows them to open up about themselves and their previous experience. Qualification. Read on to learn our recommended questions to ask a potential client.

Clients 98

Clients Objection handling Objectives and Key Results Drivers/motivators 98

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

The 5% Institute

MARCH 28, 2022

Learning, implementing and following a sales process is one of the most important things you can learn in sales. A lot of Sales Professionals and Business Owners make the error of speaking with people they think are potential clients – but end up not being qualified to either afford their product or service or aren’t the decision maker.

Technique 144

Technique Sales Clients Consult 144

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.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

Highspot

JANUARY 9, 2024

What makes it more complicated is that 90% of buyers don’t follow a linear sales funnel path , leaving sales reps little to no room for mistakes. Objection handling: Sales reps address any concerns or doubts the prospect might have, showcasing their expertise and the value of their solution.

Technique 52

Technique B2B Cross-sell Negotiate 52

The 5% Institute

APRIL 14, 2021

Executives require sales training for a number of reasons; it helps them have the knowledge to train their staff, ensure consistency is followed within their sales team, and to make sure all your potential clients have the same positive experience. Although this is still taught and followed in many circles; rapport is a lot deeper than that.

Objectives and Key Results 139

Objectives and Key Results Sales Clients Objection handling 139

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

The 5% Institute

MAY 25, 2021

Having been a part of literally thousands of sales meetings and presentations , salespeople generally approach their sales with this approach: They say hello, and build some basic rapport. Present their products or services. Objection handling, and then again – ask for the sale. Presenting. Handling objections.

Consult 119

Consult Objectives and Key Results Lead generation Sales 119

The 5% Institute

MARCH 3, 2020

By putting into place a complex sales process, you’ll have a step by step road map to follow and lean on, so you’ll minimise the guesswork and know exactly what to do and say during each step of the sales process and your sales conversations. Something you can follow consistently, no matter what you’re selling. Handling objections.

Process 98

Process Objectives and Key Results Objection handling Sales 98

The 5% Institute

FEBRUARY 24, 2020

By putting into place a B2B sales process, you’ll have a step by step road map to follow and lean on, so you’ll minimise the guesswork and know exactly what to do and say during each step of the sales process. Following a B2B sales process will give you many positive results when engaging with your potential clients. How they buy.

B2B 98

B2B Process Objectives and Key Results Objection handling 98

The 5% Institute

NOVEMBER 27, 2022

Although your product or service may be beneficial to a number of people, if you try to spend your time and energy trying to reach everyone, you’ll end up having no impact. Our third tip to learning how to do telesales is to handle sales objections as early as possible. Tip #5 – Follow A Sales Process.

Objection handling 52

Objection handling Presentation Follow-up Up-sell 52

Highspot

JANUARY 4, 2024

Follow these seven steps to develop your sales training program: 1. Encourage sales reps to participate in live sales calls or meetings with their sales managers, followed by a debriefing session to discuss what worked and what could be improved. Schedule regular follow-up meetings to discuss observations and learnings.

Objection handling 52

Objection handling Pitch Sales Technique 52

The 5% Institute

APRIL 5, 2020

Although your product or service may be beneficial to a number of people, if you try to spend your time and energy trying to reach everyone, you’ll end up having no impact. Our third tip to close on the phone, is to handle sales objections as early as possible. Tip #5 – Follow A Sales Process.

Closing 98

Closing Objection handling Presentation Follow-up 98

The 5% Institute

JANUARY 15, 2021

Small Business Owners require sales training for a number of reasons; it helps them have the knowledge to train their staff, ensure consistency is followed within their sales team, and to make sure all your potential clients have the same positive experience. Topic #10 – Presenting. Using a sales process has several key benefits.

Objectives and Key Results 131

Objectives and Key Results Sales Clients Objection handling 131

The 5% Institute

JULY 22, 2020

Sales Training Idea #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.

Objection handling 52

Objection handling Appointment Sales Clients 52

SalesLoft

JANUARY 16, 2024

Kristin and Sarah dive into the Salesloft platform to learn how it prioritizes sellers’ daily workflows, recommends follow-up timing and copy, provides AI-powered forecasting, flags potential issues with the buying committee, and orchestrates your deal cycles from start to finish so you never miss a target again.

Process 52

Process GTM Objectives and Key Results Objection handling 52

Highspot

JULY 6, 2023

Sellers must know your company and product, understand the market, give good presentations, handle objections, use tech tools, manage time, and build strong relationships. Presenting: Sales training can help sellers hone their sales presentation and demo technique using role-playing, feedback, and professional tips and tricks.

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Pitch 52

Salesmate

MAY 22, 2020

Ensure you take a brief pause whenever someone raises a price objection. Instead of giving up, ask some questions to your prospects and move them to a different track for thinking beyond the price. Handling price objection example: Prospect: Your product is too expensive. [If Answer back with a smart question.

Price 124

Price Profit margin Objection handling Follow-up 124

Partners in Excellence

MARCH 10, 2021

BTW, Hank Barnes has a fascinating follow up on that in his post, No Decisions Should Rarely Be A Surprise.). Presentation techniques, objection handling, closing, prospecting technique are not helpful to our customers. Let’s look at a couple of data points. 74% of B2B buyers consider buying complex.

Objection handling 74

Objection handling Cross-sell Technique Sales 74

The 5% Institute

MARCH 25, 2020

If you want to close that sale – and all other sales on a consistent basis, it’s crucial to follow a step by step sales process. As mentioned, if you want to close that sale as well as other future sales on a consistent basis, you’ll be required to follow a consistent sales system or sales process. Presenting. Power questions.

Closing 98

Closing Objection handling Consult Presentation 98

The 5% Institute

JUNE 7, 2023

Immediate feedback and objection handling During in-person sales meetings , sales professionals can gather immediate feedback from customers, allowing them to address concerns or objections promptly. Utilizing visual aids, case studies, or testimonials can further enhance the presentation.

Represent 52

Represent Technique Sales Objection handling 52

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. This objection varies in intent depending on when it comes up in your call with a prospect.

Prospecting 101

Prospecting Objection handling Appointment SQL 101

Closing Bigger

JANUARY 7, 2020

In today’s podcast I talk about the 8 rules that will help you understand the Right Brained Sales Revolution: If you commodify your clients they will commodify you Don’t aim to fit the sales culture, aim to be indispensable If it’s predictable, duplicable and repetitive it will be automated People skills eat sales hacking skills for breakfast Stop (..)

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. Presentation Skills. Objection Handling Skills. Relationships scale sales followers don’t. Presentation Skills. Objection Handling Skills.

Objection handling 52

Objection handling Negotiate Drivers/motivators Networking 52

Salesforce

NOVEMBER 20, 2023

The most successful sales calls include tailored presentations and focus on building trust with prospects by addressing their unique pain points. Speed up your sales Wait, what is a sales call? Then create a slide deck or presentation specifically addressing those needs. Follow these four steps: 1. Prospects qualified?

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

Sales Hacker

SEPTEMBER 11, 2019

If you’d like to go into a sales negotiation with a constructive mindset and achieve the optimum result for your company, follow these tips in developing your own negotiation strategy. Have an idea of when each step should be taken, from first contact to following-up, all the way to actually closing the deal.

Negotiate 111

Negotiate Closing Objectives and Key Results Objection handling 111

Veloxy

MAY 24, 2023

Let’s delve into the core elements that make up this dynamic metric and explore the formula for calculating sales velocity. Equip them with effective objection-handling techniques, persuasive communication strategies, and in-depth product knowledge to increase conversion rates. Learn more about sales enablement.

Objectives and Key Results 130

Objectives and Key Results Pipeline Pharmaceutical CRM 130

Gong.io

JULY 11, 2022

Let’s say you’re looking to implement a new email marketing campaign , and you need an email automation platform to set it up. An inside AE ( Account Executive ) takes meetings booked by BDRs or directly by the buyer, presents product demonstrations, and closes contracts. Vastly different roles, but still both inside sales positions.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

The 5% Institute

JULY 21, 2020

Entrepreneurs require sales training for a number of reasons; it helps them have the knowledge to train their staff, ensure consistency is followed within their sales team, and to make sure all your potential clients have the same positive experience. Topic #10 – Presenting. Using a sales process has several key benefits.

Objectives and Key Results 94

Objectives and Key Results Sales Clients Objection handling 94