The 5% Institute

APRIL 13, 2021

Team meetings can sometimes feel a bit stale and repetitive. Practicing sales for the sake of having fun is fine; however, these shouldn’t be reserved to replace your team meetings. 1 – Objection Handling. The first on our list of practice sales activities, is objection handling. 4 – Name The Client.

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Closing Objection handling Gaming Sales 145

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.

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Objection handling Technique Pitch Promote 139

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. 3 – Pre-Frame.

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Objection handling Sales Appointment Clients 140

The 5% Institute

DECEMBER 15, 2020

Sales team building games can be a great way to break up your usual sales team meetings , because it allows your Sales Professionals to enhance their personal development in a lighter way. Team meetings can sometimes feel a bit stale and repetitive. 1 – Objection Handling. 4 – Name The Client.

Gaming 134

Gaming Objection handling Sales Pitch 134

Veloxy

FEBRUARY 13, 2023

Objection handling questions Unless you’re selling something truly innovative, you’re likely working to displace a competitor. This means you’re going to have to address objections, concerns, and perceptions that the customer has with your product or service. What concerns do you have about using [solution]?

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Objectives and Key Results Sales Objection handling Follow-up 246

The 5% Institute

JUNE 15, 2023

Product Fit and Compatibility Concerns Sometimes, customers raise objections based on whether the product or service will meet their specific needs or integrate well with their existing systems. Active Listening and Empathy When a customer raises an objection, actively listen to their concerns and show empathy.

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Objection handling E-commerce Real Estate Finance 52

Partners in Excellence

MAY 15, 2014

.” When I ask, I get responses like: “Would you just give us the formula to [insert whatever you want--prospect, get meetings with execs, close, handle this/that objection, fill my pipeline.]?” ” “If I just had a killer pitch!” ” “What’s the script?”

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Objection handling Pitch Pipeline Closing 125

Highspot

NOVEMBER 24, 2024

It usually includes sales enablement certification assessments to ensure reps meet performance standards before applying their training in the field. For instance, you might discover that some reps struggle with objection handling by monitoring calls. What is the Difference Between Sales Enablement and Sales Training?

Pitch 52

Pitch Sales Technique Cross-sell 52

The 5% Institute

FEBRUARY 20, 2020

Fun sales training games can be a great way to break up your usual sales team meetings , because it allows your Sales Professionals to enhance their personal development in a lighter way. Team meetings can sometimes feel a bit stale and repetitive. 1 – Objection Handling. 4 – Name The Client.

Gaming 98

Gaming Objection handling Sales Pitch 98

Highspot

APRIL 20, 2025

Short, targeted sessions are ideal for teams juggling meetings, calls, and prospect follow-ups. They can fit training into their busy schedules without interrupting their work, whether between meetings or on the road. Focus on one high-value area (objection handling). Define a single objective. Keep it short.

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Go To Market GTM Objectives and Key Results Objection handling 52

Gong.io

NOVEMBER 12, 2021

Gong captures anonymized data from our customers – web conference meetings, call recordings , and emails – and uses AI to analyze how seller and buyer behavior impacts success rates. . The goal of prospecting is to sell the meeting. Instead, focus on selling the meeting. #2 4 Sales Skills for Pitching: The 9-minute rule.

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Cold Call Objectives and Key Results Negotiate Cross-sell 118

Gong.io

MAY 3, 2018

Successful cold calls were defined as those that ended up in a held follow-up meeting. The longer the call, the greater your odds of getting the meeting: In short, not only are you calling to get your prospect’s attention – you’re trying to hold it, too. Cold calling isn’t about discovery – it’s about selling the meeting.

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Cold Call Pitch Education Prospecting 123

Gong.io

FEBRUARY 1, 2019

The meetings were all recorded on web conferencing platforms like Zoom, then transcribed and speaker separated. Pretend you’re a sales rep pitching a politician on building a new city on top of an empty plot of land in South Dakota. The second pitch started with the outcome, letting the conversation unfold from there.

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Product Objectives and Key Results Objection handling Pitch 132

Gong.io

JUNE 25, 2019

What’s the best way to earn the right to ask questions during an intro sales meeting? It’s a short pitch (~3-5 minutes) about a business problem you solve or an opportunity you help buyers exploit. Now, compare that approach with STARTING your meeting with the same question, but no discovery prompter. Here’s an example.

Objectives and Key Results 108

Objectives and Key Results Pitch Hospitality Objection handling 108

Sales Hacker

SEPTEMBER 11, 2019

Which is a real problem… Because after you’ve put effort and resources into researching and creating a solid pitch and proposal, it only makes sense to come to the table prepared to negotiate with the prospect. Don’t necessarily rush to meet those deadlines, but try to keep to your scheduled plan. Listen Closely as You Negotiate.

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Negotiate Closing Objectives and Key Results Objection handling 111

Gong.io

JULY 6, 2018

Congrats on landing the sales meeting. There are good and bad times of day for the first sales meeting. A great sales call structure starts with a great “opening” to the meeting. Propose an agenda: Use this line: “I’d like to set an agenda for this meeting so we can cover as much ground as possible. Soak them in.

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Cold Call Objection handling Pitch Sales 103

Gong.io

JUNE 19, 2018

Step 1 – Prospecting: Get the First Meeting Every Time. If you can hold their attention, you’re twice as likely to book a meeting as someone who can only keep them on a three-minute call: You’ll hold their attention by making sure you have s omething worth saying. In fact, it makes you 40% less likely to book a meeting.

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Process Objectives and Key Results Cold Call Objection handling 103

Highspot

MAY 15, 2025

The better you understand your partners, the better you can tailor your enablement strategy to meet their needs based on the number of staff members, skill level, and type of prospect they interact with. You can mix live sessions, online courses, on-demand content, and certifications to meet different learning styles.

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Healthcare Objectives and Key Results Niche Finance 52

CloserIQ

APRIL 25, 2019

A sales pitch , no matter how perfect, can quickly be ruined by poor objection handling afterward. It’s a rare day when you pitch someone and they simply submit and ask where to sign. A disarming response like this may bring their guard down enough to get a concrete meeting scheduled. Conclusion .

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SQL Objection handling Angle Pitch 92

Gong.io

MAY 31, 2021

Meet Exceed sales goals. 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. Messaging: Deliver the perfect sales pitch. Close more deals. Increase revenue.

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Territory Objectives and Key Results Contract Price 118

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.

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Objection handling Negotiate Cross-sell Contract 87

Sales Hacker

NOVEMBER 7, 2017

Tailor Your Sales Pitch. Objection Handling. Record every objection from every call/email ever on one shared document: Over time, you and your team will maintain a list of objections and can group them into categories. How many face-to-face meeting can you afford with a single prospect?

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Objection handling Sales Cold Call Niche 108

Salesforce

NOVEMBER 15, 2024

SDRs play a vital role in building business, managing inbound inquiries, booking meetings, qualifying leads, and prospecting. They’re expected to shake off the rejection, hold sales burnout at bay, and continue their cold calls and emails – all in an ongoing quest to get one more meeting, generate one more lead, or land one more opportunity.

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Tradeshows Drivers/motivators Territory Negotiate 52

Hubspot

SEPTEMBER 30, 2019

Objection handling training exercises. this sales training exercise involves playing recorded sales calls or meetings and discerning the good, the bad, and the ugly. E-pitch competitions. E-pitch competitions are a staple for new hire training, as they force reps to get the value of a product out clearly and quickly.

Gaming 101

Gaming Pitch Sales Objection handling 101

PandaDoc

MARCH 25, 2025

This stage can involve multiple meetings and additional stakeholders. Objection handling: Customers may have concerns about pricing, competitors, or implementation. To navigate these challenges effectively, sales teams must focus on relationship-building, patience, and problem-solving rather than just product pitching.

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Objectives and Key Results Contract Legal Sales 52

Gong.io

JANUARY 12, 2021

Meet Jared, Account Executive (AE) at Gong since April 2019. Meet Carolyn, Senior Sales Development Representative at Gong, since May of 2019. Carolyn loves that she can listen to the “best of the best” calls and read through the transcripts — not only to memorize the pitch but also make it her own. Want more Jared/AE insights?

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Follow-up Objection handling GTM Meeting 118

Hubspot

DECEMBER 16, 2019

Working through objections. Handling objections is a common part of your job description as a real estate professional. However, objections don’t always have to lead to an immediate "no." When managed properly, objections can get you closer to making a sale because they can help you learn what your buyer is truly after.

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Real Estate Objectives and Key Results Negotiate Education 88

Gong.io

SEPTEMBER 22, 2021

Sales analytics to improve booked meetings from cold calls. Watch these metrics to understand whether your approach to booking meetings using cold calls works: Calls made. That will help you ensure that they’re putting in the effort needed to meet their sales target. Meetings booked. Meetings booked. Batch tasks.

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Cold Call Objectives and Key Results Sales Price 132

Sales Hacker

FEBRUARY 2, 2021

It entails carrying out research and gathering vital information regarding your customer so that you can make a good pitch guaranteed to close the deal. 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.

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Sales Cross-sell Pipeline Negotiate 112

Martech

JULY 19, 2023

I got to really know outbound marketing: Objection handling, what do we say to a customer? The message was stop traveling and just meet people on video. Being an employee is as much of a sales pitch as selling your product to a customer. With Citigroup, I really understood the division I was in. It was credit cards and.

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Cold Call Objection handling Promote Negotiate 98

Gong.io

SEPTEMBER 10, 2021

And there’s an entire section on cold calling scripts — complete with objection handling for just about every scenario you can imagine. It has do’s and don’ts and pitch scripts. And… meeting booked. Tip #5: Have your objection handling game on the ready. Terms and definitions. A time-zone map.

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Cold Call Objection handling Negotiate Sales 71

Sales Hacker

JULY 26, 2023

Meet ChatGPT: The account executive’s AI personal assistant What is ChatGPT? I called the Head of Infrastructure, but they didn’t seem on board with what I was saying and threw lots of objections at me. Can you deep dive into what their pain points might be and how my solution could solve them so I can better pitch next time?

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Objectives and Key Results Pitch Cold Call Sales 93

Hubspot

SEPTEMBER 29, 2023

Through the platform, you can record pitch or call practice sessions, which enable reps to learn how top sales performers give pitches. Additionally, you can enable collaborative coaching by letting reps give eachother pitch feedback, while additional features, like Leaderboards, can encourage friendly competition.

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Objectives and Key Results Price Objection handling Pitch 81

Gong.io

NOVEMBER 12, 2021

Gong captures anonymized data from our customers – web conference meetings, call recordings , and emails – and uses AI to analyze how seller and buyer behavior impacts success rates. . The goal of prospecting is to sell the meeting. Instead, focus on selling the meeting. #2 4 Sales Skills for Pitching: The 9-minute rule.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

Lead Fuze

JULY 18, 2023

We will explore common objections you might encounter during prospecting or follow-up calls such as price, budget, competitor comparisons, and timing issues. 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.

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Objection handling Cold Call Contract Pitch 52

Sales Hacker

OCTOBER 16, 2020

Their calendars are blocked with 76 meetings. And many many calls and meetings. Maybe that’s why when you pick up the phone and start to pitch, prospects will hangup or say they are running into a meeting. But cold calls are my prospecting strength, and I couldn’t just replace what was generating 90% of my meetings.

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Prospecting Cold Call Referrals Objectives and Key Results 127

Gong.io

NOVEMBER 9, 2022

Consistency is key if you want to meet revenue targets month after month, year after year. It may also help you restructure your team to better fit your sales cycle by having sales development representatives (SDRs) responsible for booking meetings and account executives who only close deals. . Booking a meeting time on the phone call.

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Pitch Cold Call Sales Referrals 62