The 5% Institute

JULY 21, 2023

When faced with objections, it’s crucial to respond effectively and persuasively to convince others of your viewpoint or proposition. In this article, we will explore powerful objection handling techniques that can help you navigate challenging situations, turning doubts into opportunities.

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Objection handling Technique Closing Sales 52

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.

Objection handling 140

Objection handling Sales Appointment Clients 140

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.

Closing 145

Closing Objection handling Gaming Sales 145

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

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

The 5% Institute

MAY 18, 2021

Objection handling. Of course, you wouldn’t start presenting here ( as that’ll be premature ), but it gives you a little more insight into the potential client you’re dealing with. By learning this early, you can try to ensure they are present for your sales conversations. Qualification. Are they career focused?

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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? We only included demos and sales presentations from screen-sharing platforms like Webex, GoToMeeting, and Zoom. Objection Handling Technique #3: Talk less.

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Objection handling Technique Objectives and Key Results Price 48

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? We only included demos and sales presentations from screen-sharing platforms like Webex, GoToMeeting, and Zoom. Objection Handling Technique #3: Talk less.

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Objection handling Technique Price Sales 48

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

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.

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.

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Objection handling Sales Appointment Clients 98

Highspot

MARCH 6, 2025

Raise the performance bar: Actionable feedback helps reps refine their sales techniques, objection handling , sales presentation skills, and pipeline management. Conduct the Performance Review The actual review meeting should feel like a collaborative discussion. Celebrate achievements: Everyone loves to be recognized.

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Objectives and Key Results Objection handling Quota Sales 52

Partners in Excellence

MAY 30, 2023

We still train our people the way we always have, providing them endless product training and sales skills training (prospecting, qualifying, need identification, proposing, objection handling, closing). Yet year after year quota attainment plummets, our activities present fewer results, win rates plummet.

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Objection handling Quota Entertainment Up-sell 133

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

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.]?” People come to me for answers about how to handle specific situations.

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Objection handling Pitch Pipeline Closing 125

The 5% Institute

APRIL 14, 2021

So many Executives meet with people who have no business buying their products or services or aren’t qualified decision makers to make a buying decision. By doing so; you ensure decision makers are present, a buying decision will be made at the end of the conversation, and you overcome sales objections before they even arrive.

Objectives and Key Results 139

Objectives and Key Results Sales Clients Objection handling 139

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. Building rapport.

Consult 119

Consult Objectives and Key Results Sales Lead generation 119

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 You landed the meeting. Millions of calls.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

The 5% Institute

DECEMBER 12, 2019

Objection handling. Of course, you wouldn’t start presenting here ( as that’ll be premature ), but it gives you a little more insight into the potential client you’re dealing with. By learning this early, you can try to ensure they are present for your sales conversations. Qualification. Are they career focused?

Clients 98

Clients Objection handling Objectives and Key Results Follow-up 98

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 Technique Sales Cross-sell 52

Partners in Excellence

SEPTEMBER 21, 2015

You must master the traditional selling basics, all the stuff like building relationships/trust, prospecting, pipeline management, deal/opportunity strategy, sales call planning/execution, questioning, qualifying, probing, presenting, objection handling, closing, oral/written presentation skills, and the myriad of foundation skills.

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Sell Objection handling Presentation Pipeline 117

The 5% Institute

MARCH 3, 2020

If you try to go straight in for the sale before building rapport in the right way, you may jeopardise the sale because it may appear that you’re purely meeting them on a transaction basis. Things to cover in your pre-frame are: Ensure all decision makers are present. Presenting.

Process 98

Process Objectives and Key Results Objection handling Sales 98

The 5% Institute

FEBRUARY 24, 2020

If you try to go straight in for the sale before building rapport in the right way, you may jeopardise the sale because it may appear that you’re purely meeting them on a transaction basis. Things to cover in your pre-frame are: Ensure all decision makers are present. Presenting.

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B2B Process Objectives and Key Results Objection handling 98

Sales Hacker

SEPTEMBER 11, 2019

Don’t necessarily rush to meet those deadlines, but try to keep to your scheduled plan. Approach the Meeting With a Deep Understanding of Your Prospect and Their Business Goals. That will allow you to adapt your sales presentation to focus on how your own product/service can meet their needs.

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Negotiate Closing Objectives and Key Results Objection handling 111

The 5% Institute

JANUARY 15, 2021

So many Small Business Owners meet with people who have no business buying their products or services or aren’t qualified decision makers to make a buying decision. By doing so; you ensure decision makers are present, a buying decision will be made at the end of the conversation, and you overcome sales objections before they even arrive.

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Objectives and Key Results Sales Clients Objection handling 131

Highspot

MAY 18, 2025

Personalized sales decks: Presentations addressing their unique needs. Sales playbook components include: Objection-handling tips: Quick responses to common pushbacks, like budget or timing concerns, to keep conversations moving. Whitepapers and reports: In-depth insights to solve their most significant pain points.

Healthcare 52

Healthcare Objectives and Key Results Finance Objection handling 52

Sales Pop!

SEPTEMBER 5, 2024

These methodologies often include steps like prospecting, needs analysis, presentation, handling objections, and closing the deal. Example 2: Automated Follow-Up Sequences After a sales meeting, a rep needs to follow up with the client. The tool then recommends a series of training modules focused on objection handling.

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Objectives and Key Results Technique Objection handling Follow-up 130

SalesLoft

MARCH 31, 2022

We all know that with the lack of in-person meetings, buyers are able to meet with a lot more vendors than they used to. More and more, sales teams (mine included) are spending much more time prepping the deal champion because there will not be an opportunity to present to the economic buyer. Prospects will value that.

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Objectives and Key Results Cross-sell Objection handling Sales 105

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. Sales presentations. Sales presentations. Close more deals.

Territory 118

Territory Objectives and Key Results Contract Price 118

Partners in Excellence

SEPTEMBER 12, 2016

As they brought up questions and concerns, he didn’t know he was handling objections, as they started asking how they could do similar things, he didn’t realize he was presenting a solution and closing. In fact the sales person shared a story of this manager at a customer meeting.

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Manufacturing Objection handling Drivers/motivators Up-sell 111

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. If they ask a product question, recommend that you show them in the next meeting.

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Prospecting Objection handling Appointment SQL 101

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.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

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.

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

Gong.io

FEBRUARY 1, 2019

The meetings were all recorded on web conferencing platforms like Zoom, then transcribed and speaker separated. And there’s one other part of the discussion you’ll want to steer with a strong arm: objection handling. Hearing buyers’ objections can throw some people off their game. Start every meeting that way.

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Product Objectives and Key Results Objection handling Pitch 132

Salesmate

MAY 22, 2020

You’ll hardly meet a sales rep who has never faced the “price objection”. Almost all sales professionals have faced this objection in their sales career. Similarly, you know what the prospect needs the most at present. Handling price objection example: Prospect: The price is too high. Sales rep – OK.

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Price Profit margin Objection handling Sales 124

Sales Hacker

JANUARY 11, 2018

Yet the best salespeople are able to operate as adept project managers who successfully guide everyone on the team to complete tasks well within expectations, and high-performing sellers who consistently meet revenue targets — share a surprising number of things in common. Demos, objection handling, closing. Lead qualification.

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Cold Call Objection handling Technique Pipeline 107

Sales Hacker

NOVEMBER 7, 2017

But we often present our product as a solution. 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