Highspot

JUNE 24, 2025

Use these sales role-play scenarios during onboarding, quarterly business reviews (QBRs), weekly team meetings, or individual coaching sessions to target specific skills and boost confidence. Objection handling Buyer objections are invitations to share even more information and insight. ” Buyer: ” Not really.

Objectives and Key Results 52

Objectives and Key Results Objection handling Negotiate Sales 52

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.

Objection handling 52

Objection handling Technique Closing Sales 52

The 5% Institute

JUNE 15, 2023

These objections can arise due to various reasons, such as price, product fit, trust issues, or comparisons with competitors. Common Objections and How to Handle Them 1. Price-related Objections Objections related to price are perhaps the most common ones.

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Objection handling E-commerce Real Estate Finance 52

Highspot

APRIL 1, 2025

Sessions can feel awkward and judgmental, and sales reps may leave unsure of where they need more practice until they face real-world consequences in crucial sales meetings. Mediation & Conflict Resolution When colleagues clash over sales leads or roles, meetings become tense, deals stall, and finger-pointing takes over.

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

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? But, the way successful salespeople were handling sales objections were golden and we wanted to share them as well. Our team at Gong.io Then reply.

Objection handling 48

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? But, the way successful salespeople were handling sales objections were golden and we wanted to share them as well. Our team at Gong.io Then reply.

Objection handling 48

Objection handling Technique Price Sales 48

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. Try leading with value before the price comes up.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Sales 52

Closing Bigger

JULY 21, 2014

When you pick up the phone or step into a client meeting your intent will frame what you hear, the words you use and even your tonality, body language and pace of conversations. If it’s not an ideal fit we often have to rely on hard closes, discounting and heavy objection handling. It’s the pillar of your sales strategy.

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Conversion Objection handling Sales Price 138

Highspot

JUNE 17, 2025

Notably, they: Lack time to effectively plan for and analyze their sales calls Worry about meeting quarterly sales targets and quotas Have too many time-consuming tasks that prevent them from completing the work that matters: building relationships with potential customers The good news?

Sell 52

Sell Objectives and Key Results GTM Hospitality 52

Highspot

APRIL 20, 2025

Short, targeted sessions are ideal for teams juggling meetings, calls, and prospect follow-ups. Sales enablement: A role-play scenario to refine the SPIN selling technique or tackle pricing objections. They can fit training into their busy schedules without interrupting their work, whether between meetings or on the road.

Go To Market 52

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 You landed the meeting. Millions of calls.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Sales Hacker

SEPTEMBER 11, 2019

The key is to create a negotiation strategy in advance, which helps you talk about price and other important elements of the deal. Don’t be afraid to set the price anchor. Don’t necessarily rush to meet those deadlines, but try to keep to your scheduled plan. Don’t Be Afraid to Set the Price Anchor.

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Negotiate Closing Objectives and Key Results Objection handling 111

PandaDoc

MARCH 25, 2025

You choose a price based on size, add any extras, and send your customers on their way. You need to evaluate pricing, implementation, features, integrations, and ongoing support. Because of the hefty price tag, complex sales lead to a longer sales cycle than transactional sales. Take buying a CRM, for example.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

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. Pricing options. Objection handling. Pricing: Oh, so important. Pricing sheet.

Territory 118

Territory Objectives and Key Results Contract Price 118

Gong.io

FEBRUARY 1, 2019

The meetings were all recorded on web conferencing platforms like Zoom, then transcribed and speaker separated. Take pricing, for example. When’s the best time to discuss pricing? By then, the buyer is “sold,” which makes them more likely to justify your pricing. Respond to objections by asking questions.

Product 132

Product Objectives and Key Results Objection handling Pitch 132

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.

Cold Call 132

Cold Call Objectives and Key Results Sales Price 132

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

Sales Pop!

SEPTEMBER 5, 2024

Example 2: Automated Follow-Up Sequences After a sales meeting, a rep needs to follow up with the client. Example 4: Personalized Training Modules Based on the data collected from sales interactions, an AI tool identifies that a particular rep struggles with handling objections.

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Objectives and Key Results Technique Objection handling Follow-up 130

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. Objection handling, and then again – ask for the sale. Present their products or services. All of a sudden – you’re nothing alike.

Closing 145

Closing Objectives and Key Results Lead generation Sales 145

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

Hubspot

DECEMBER 13, 2023

In this post, I‘ll guide you through the different types of sales calls and the purpose they serve to meet your customers’ needs. This call allows the prospect to visualize how your solution can solve their problems and meet their needs. You'll provide a brief overview of your product or service and try to gain their interest.

Objection handling 87

Objection handling Negotiate Cross-sell Contract 87

Gong.io

MAY 12, 2019

That’s true whether you meet them in person or on a cold call. In fact, Gong’s data shows that using it makes you 40% less likely to book a meeting: Luckily, there’s an alternative that works. Sales Tactic 5: Book a Meeting Using This Question. Once you’ve primed your buyer for a meeting, there’s an easy way to book it.

Cold Call 107

Cold Call Objectives and Key Results Price Negotiate 107

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.

Cold Call 103

Cold Call Objection handling Pitch Sales 103

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.

Prospecting 101

Prospecting Objection handling Appointment SQL 101

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. Do you remember the times when you thought of not purchasing a product due to its high price? Price objection is like a poison that can kill your sales.

Price 52

Price Profit margin Objection handling Sales 52

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. Objection handling is common and will most probably happen in all your sales conversations. Fortunately, when learnt correctly, they can be used as a closing tool.

Objectives and Key Results 139

Objectives and Key Results Sales Clients Objection handling 139

Hubspot

APRIL 2, 2018

Great to meet you [prospect]! We’d already agreed on X price. If we can come down to X price, would you sign today?”. Use it to coordinate meetings, set up calls, and confirm next steps -- but don’t use it to advance an opportunity. Great to meet you [prospect]! Objection handling. It’s been a while.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

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. Objection handling, and then again – ask for the sale. Present their products or services. All of a sudden – you’re nothing alike.

Consult 119

Consult Objectives and Key Results Sales Lead generation 119

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.

Closing 69

Closing Objectives and Key Results Objection handling Cross-sell 69

Gong.io

JUNE 11, 2021

Call scripts are “templates” for how to run an effective meeting. Your sales enablement strategy to turbo-charge win rates must include: Objection handling training. Objections. These documents include: Your price sheet : Pricing is different in every organization. See the ICP section above. Start with this.

Objectives and Key Results 103

Objectives and Key Results Price GTM Territory 103

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. Objection handling is common and will most probably happen in all your sales conversations. Fortunately, when learnt correctly, they can be used as a closing tool.

Objectives and Key Results 131

Objectives and Key Results Sales Clients Objection handling 131

Sales Hacker

OCTOBER 2, 2020

SEPs provide core sales enablement functionality: automating manual tasks, scheduling meetings and follow-ups, setting up sequences, and more. Sales engagement is poised to meet the moment,” wrote Mary Shea, Forrester principal analyst on the report. SEPs will soon encompass all the tools that you are using now in one solution.”.

Objectives and Key Results 138

Objectives and Key Results Sales Cross-sell Technology 138

Hubspot

SEPTEMBER 29, 2023

Pricing: Free version available as part of Sales HubStarter ( $45/month), Professional ($450/month), and Enterprise ($1,200/month). Pricing: Essential, Plus, and Ultimate tiers are offered. Pricing is available upon request. Pricing: Pricing is available upon request. Pricing: Pricing is available upon request.

Objectives and Key Results 81

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 You landed the meeting. Millions of calls.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

Sales Hacker

OCTOBER 22, 2018

Be sure to examine and evaluate any existing collateral as your customer-facing teams have likely gone through the trouble of customizing talk tracks, meeting agendas and presentation outlines—don’t let that go to waste. Products and pricing. This section should cover the essentials like pricing, key value propositions, and use cases.

Sales 110

Sales Gaming Quota Objection handling 110

Lead Fuze

JULY 18, 2023

In this blog post, we’ll delve into the art of handling sales objections effectively. We will explore common objections you might encounter during prospecting or follow-up calls such as price, budget, competitor comparisons, and timing issues. Price Objections The price tag is often where prospects hesitate.

Objection handling 52

Objection handling Cold Call Contract Pitch 52

Partners in Excellence

FEBRUARY 28, 2022

Many people have found it very helpful in objection handling, particularly the price objection. I’ve shared it with hundreds of people in workshops, conversations, and meetings. It helps through all of your selling process, from qualification, through discovery, proposal, and closing.

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Objection handling Technique Sales Up-sell 93