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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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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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

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

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Objection handling Technique Price Sales 48

Highspot

OCTOBER 29, 2024

With generative AI, you can provide AI-driven content recommendations, meeting insights, and a consistent assessment framework to deliver just-in-time coaching. They essentially speed up the coaching process by reviewing sales reps’ pitches and meeting recordings, grading them, and delivering instant feedback.

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Objectives and Key Results Sales Pitch Objection handling 64

Partners in Excellence

JUNE 3, 2020

Each has their own approach, models, techniques. Some focus on skills like objection handling, closing, negotiation. Our success as leaders seems to decline, as measured by voluntary/involuntary churn, inability to meet goals, declining employee and NPS scores. Billions are spent on tools, content, consultants.

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Objection handling Negotiate Consult Quota 166

Partners in Excellence

JUNE 16, 2014

On top of that, millions are spent on books on sales techniques, thousands of articles are written. ” “How do I craft an opening sentence that captures the prospect’s attention and gets me a meeting?” ” “What’s the best way to handle the objection?

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Objection handling Technique Sales Conversion 124

Sales Pop!

SEPTEMBER 13, 2024

AI tools like Pipeliner CRM Voyager AI Gen2, Salesforce Einstein, and HubSpot AI can automatically capture data from emails, calls, and meetings. Monitor Performance : Track metrics like talk-to-listen ratios and objection handling with AI tools. This leaves less time for actual selling. How to Automate CRM Data Entry: 1.

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Objectives and Key Results Objection handling CRM Pipeline 130

Gong.io

NOVEMBER 22, 2021

But what separates the top salespeople from the average ones is how these cold call objections are handled, deflected, and turned into something that keeps the buyer on the phone and, ideally, helps book that first meeting. Follow this 3-point framework to overcome any and all cold call objections you will face.

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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.

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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. This approach provides data-driven insights that help managers develop techniques and measure continuous improvement.

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Objectives and Key Results Sell Objection handling Negotiate 52

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

Sales Pop!

SEPTEMBER 5, 2024

For example, an AI tool might measure how frequently a rep asks qualifying questions or how often they close a sale using a specific technique. For instance, if a rep consistently struggles with closing deals, the AI might suggest specific closing techniques or offer training modules tailored to that rep’s needs.

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Objectives and Key Results Technique Objection handling Follow-up 130

Highspot

NOVEMBER 24, 2024

This, in turn, supports your business in achieving its objectives and staying ahead of the curve. The program covers everything from onboarding and product knowledge to sales techniques and workflows. At its core, sales training teaches sales reps how to sell, imparting essential skills and techniques for engaging customers.

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Pitch Technique Sales Cross-sell 52

Highspot

MAY 15, 2025

Consistent partner sales techniques: Clear guidelines and messaging prevent partners from going rogue or overlapping with your prospecting efforts. You can mix live sessions, online courses, on-demand content, and certifications to meet different learning styles. What are their pain points? What do they need to succeed?

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Healthcare Objectives and Key Results Niche Finance 52

Highspot

JANUARY 9, 2024

The B2B sales process is a structured yet flexible journey tailored to meet the unique needs of customers. Initial meeting / Pitch: This is the opportunity to make a solid first impression with a well-prepared pitch that addresses the prospect’s unique requirements. What is B2B Sales Training?

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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

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.

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Closing Objectives and Key Results Lead generation Sales 145

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. There are a number of various question types you should be using in your day to day sales conversations: Tie down sales techniques. Assumptive close questions. Open ended questions.

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Objectives and Key Results Sales Clients Objection handling 139

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

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.

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Cold Call Objectives and Key Results Negotiate Cross-sell 118

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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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. There are a number of various question types you should be using in your day to day sales conversations: Tie down sales techniques. Assumptive close questions.

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Objectives and Key Results Sales Clients Objection handling 131

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.

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Objection handling Negotiate Cross-sell Contract 87

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

Partners in Excellence

FEBRUARY 28, 2022

Everyday we are deluged with tips, techniques, hacks, and tricks to improve our ability to prospect, sell, win, achieve quotas. 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.

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Objection handling Technique Sales Up-sell 94

SalesLoft

APRIL 6, 2020

Traditionally, SDRs use power hours to focus on setting meetings. Who booked the most meetings? If a virtual meeting feels like too much, set up a Slack channel where sellers can tout their success, share insights, and collaborate in real-time. Give a shout out in the next sales meeting. Highlight winners on social media.

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A/B testing Objection handling Cold Call Trust 95

Hubspot

OCTOBER 9, 2019

of reps meet quota. In order to effectively prospect leads, you can use several prospecting techniques , including making warm calls, hosting webinars, and spending time on social media. Prepare for objection handling. During your sales calls, you will get objections and questions about your product or service.

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Technique Angle Profit margin Sales 101

Hubspot

DECEMBER 16, 2019

Seek out training opportunities that introduce you to new negotiation techniques and give you clear examples of effective negotiation that can deepen your level of understanding from all sides. Working through objections. Handling objections is a common part of your job description as a real estate professional.

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Real Estate Objectives and Key Results Negotiate Education 88

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. Questions that help people sell themselves, are called tie down sales techniques.

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Consult Objectives and Key Results Sales Lead generation 119

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. Tie down sales techniques. Handling objections. Validate the objection. Re-frame the objection. How they buy.

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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. Tie down sales techniques. Handling objections. Validate the objection. Re-frame the objection. How they buy.

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B2B Process Objectives and Key Results Objection handling 98

CloserIQ

OCTOBER 30, 2018

This will require a combination of research, talking to sales reps, listening in on calls and possibly tagging along on meetings with prospects. This includes those who are good at cold calling, objection-handling, closing and cross-selling. Actionable takeaways. Actionable takeaways. 4) Create a plan for growth.

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Objectives and Key Results Objection handling Cold Call Cross-sell 98

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.

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Cold Call Objectives and Key Results Price Negotiate 107

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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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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Veloxy

MAY 24, 2023

Improving your conversion rates through effective sales techniques, personalized approaches, and tailored solutions can have a significant impact on your sales velocity. Equip them with effective objection-handling techniques, persuasive communication strategies, and in-depth product knowledge to increase conversion rates.

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Objectives and Key Results Pipeline Pharmaceutical CRM 130