The 5% Institute

JUNE 8, 2023

Address objections with solutions: Offer negotiation strategies for price-related objections: If clients raise concerns about the price, provide them with negotiation strategies that can potentially bridge the gap between their expectations and the seller’s asking price.

Real Estate 52

Real Estate Objection handling Transportation Finance 52

The 5% Institute

JUNE 27, 2023

By highlighting the features, benefits, and value proposition of the car, sales professionals can demonstrate how it meets the buyer’s needs and address objections effectively. Addressing Price Concerns Price objections are among the most common challenges faced by car sales professionals.

Closing 52

Closing Finance Negotiate Technique 52

Salesforce

OCTOBER 10, 2023

Second, having set stages for every sale removes the worry about what should happen next, allowing reps to be fully present in prospect conversations and focus on building authentic relationships. What is their current way of doing business and why does this present a need or create a problem? What does this problem cost the company?

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Highspot

JANUARY 3, 2024

Unique Offer Close The unique offer close is about presenting something special that only you can provide. By directing your sales presentation towards them, you ensure that you’re heard and considered by those who can actually green-light the deal. It could be an exclusive feature, service, or pricing.

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

Gong.io

JULY 11, 2022

Depending on their role within the team, inside sales reps engage in research, prospecting, email and social media outreach, cold calling, lead nurturing, qualification, demonstration, and negotiation conversations. Negotiating and closing contracts. Demo/presentation. Negotiation. Inside sales vs. outside sales .

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Salesforce

FEBRUARY 19, 2024

If any employees are new to presenting, this is a good chance to outline best practices and tips for public speaking. This process might include steps like lead generation, qualification , proposal generation, negotiation, and closing. Product demo plays Outline strategies for effective product demonstrations.

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

Highspot

JANUARY 4, 2024

Include these four elements in your sales training agenda for maximum impact: Skills Assessment for Sales Reps Skills assessment identifies areas where your sales team needs improvement, such as communication, negotiation, product knowledge, or customer experience. Conduct role-playing exercises to practice objection-handling.

Objection handling 52

Objection handling Pitch Sales Technique 52

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

Presentation Skills. Objection Handling Skills. Negotiations. Presentation Skills. Objection Handling Skills. Negotiations. No leapfrogging, once you have invested 10,000 hours in right brain selling there is no hack to catch up. Social Intelligence ( Sales EQ ). Hobnobbing. Innovating.

Objection handling 52

Objection handling Negotiate Drivers/motivators Networking 52

Hubspot

DECEMBER 16, 2019

Negotiation. Whether you are facilitating the purchase or sale of a property, having strong negotiation skills is a must. 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.

Real Estate 65

Real Estate Objectives and Key Results Negotiate Education 65

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

Gong.io

JUNE 25, 2021

Success rates increase when sellers present slides in mid and late-stage meetings. Slides are less about conversation, more about presentation. Presenting ROI at any point in your sales process correlates with a 27% drop in close rates. However, any of the following may be true: Presenting ROI doesn’t work.

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

Sales Hacker

FEBRUARY 2, 2021

Presentation. In the presentation stage, sales teams demonstrate how their product or service directly meets the prospect’s needs. The presentation should be tailored to identify and address the prospect’s pain points and offer a solution. Be ready with responses to your prospect’s objections. Closing the sale.

Sales 105

Sales Cross-sell Pipeline Negotiate 105

Hubspot

AUGUST 6, 2019

The hands-on trainings have them building landing pages, setting up contacts, and presenting “final projects” at the end of their training cycle. When they can troubleshoot basic issues -- like asking prospects to mute their microphones if an echo arises during a presentation -- they’re one step closer to being ready for a live call.

Negotiate 86

Negotiate Territory CRM Objection handling 86

Partners in Excellence

NOVEMBER 27, 2018

At the risk of repeating myself, these programs have been upgraded in how they are being presented. Internal teams don’t think in terms of “objection handling,” but they have skills at resolving differences of opinions, contention/conflict within their own organizations.

Sell 91

Sell Objection handling Assembly Line Territory 91

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. The Gatekeeper. A lot of our customers used to or still use Competitor X.

Prospecting 101

Prospecting Objection handling Appointment SQL 101

Partners in Excellence

OCTOBER 29, 2020

I’m not sure I’ll present a methodology for the future, but I will suggest design principles for a Next Gen Sales Methodology. In today’s selling methodologies, we tend to focus on sales specific skills and capabilities, we talk about prospecting skills, qualifying, objection handling, negotiation, closing and other skills.

Sales 105

Sales Objection handling Represent Negotiate 105

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. Then create a slide deck or presentation specifically addressing those needs. Prospects qualified? Looks like you’re ready to make a sales call. How do you prepare for a sales call?

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

The 5% Institute

JUNE 8, 2023

Prepare compelling answers that highlight your achievements, problem-solving abilities, and your approach to handling challenging situations. Be ready to provide specific examples of successful sales campaigns, difficult negotiations, and effective sales strategies you have implemented in the past.

Closing 52

Closing Objectives and Key Results Technique Sales 52

Partners in Excellence

MAY 18, 2016

We wrap a lot of stuff about prospecting, qualifying, deal strategies, pipelines, call planning, presenting, proposing, value propositions, objection handling, closing, negotiating around this process. We spend billions training people in those skills.

Customers 49

Customers Objection handling Negotiate Technique 49

Sales Hacker

JULY 26, 2023

How to follow up even further: Let’s say you got an objection related to data privacy. Ask ChatGPT to dive deeper to help you improve your objection-handling for next time: This kind of output helps reveals what ChatGPT is ideal for. These are just some examples of where I have used ChatGPT throughout the sales process.

Objectives and Key Results 74

Objectives and Key Results Pitch Cold Call Sales 74

Lead Fuze

JANUARY 1, 2022

Presentation. In the presentation stage, sales teams show how their product or service can help a prospect overcome challenges. The presenter should tailor this to identify and address any pain points that they have found through research. I was also wrong about my objection handling. Closing the sale.

Commission 52

Commission Sales Cross-sell Pipeline 52

Gong.io

MAY 12, 2019

It works in some situations (like negotiations), but it doesn’t work on cold calls. PS: This Objection Handling Master Class is 100% worth your time: Sales Tactic 8: What’s Changed since We Last Talked? Sales Tactic 14: Get Real Closure on Objections. Few people want to negotiate in that environment.

Cold Call 107

Cold Call Objectives and Key Results Price Negotiate 107

Sales Hacker

JULY 26, 2023

How to follow up even further: Let’s say you got an objection related to data privacy. Ask ChatGPT to dive deeper to help you improve your objection-handling for next time: This kind of output helps reveals what ChatGPT is ideal for. These are just some examples of where I have used ChatGPT throughout the sales process.

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

Sales Hacker

OCTOBER 22, 2018

A good sales playbook breaks down your sales process—think buyer personas, call scripts, discovery, scoping and negotiation questions, and deal intelligence. In sports, a playbook charts out potential in-game scenarios, containing your team’s strategies and guiding your path from where you are in the “game” to where you want to to end up.

Sales 98

Sales Gaming Objection handling Quota 98

Sales Hacker

APRIL 26, 2018

Nor can a salesperson achieve decent performance metrics without strategic thinking , affinity to technology , and presenting. These include prospecting, value articulation, problem solving, objection handling and negotiation , and relationship building. The list of required skills can go on and on.

Drivers/motivators 53

Drivers/motivators Non-Profits B2B Strategize 53

Gong.io

NOVEMBER 12, 2021

minute sales deck presentations, on average, during the introductory sales meeting. Impact: How is this presenting itself as a problem to the business? 9 Sales Skills for Presentations: Show them their pain. 10 Sales Skills for Objection Handling: Pause. Objections are inevitable. Losing deals had 11.4-minute

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

PandaDoc

NOVEMBER 15, 2021

Salespeople should take risks, from trying a new prospecting sales strategy to experimenting with different negotiation strategies. ” The minor ones, like “I’ll email you my comments by tomorrow night” or “I’ll put in a request for new presentation software this afternoon,” must not be overlooked.

Sales 52

Sales Quota Trust Promote 52

SalesLoft

DECEMBER 3, 2019

So if you think about the core pillars of what makes a great set of sales skills, you’ve got things like discovery, you’ve got things like prospecting, and objection handling, and presenting and negotiation. And still, if you’re weak, for example, at objection handling, that is your weakest link.

Objection handling 59

Objection handling Quota Negotiate Presentation 59

Gong.io

NOVEMBER 12, 2021

minute sales deck presentations, on average, during the introductory sales meeting. Impact: How is this presenting itself as a problem to the business? 9 Sales Skills for Presentations: Show them their pain. 10 Sales Skills for Objection Handling: Pause. Objections are inevitable. Losing deals had 11.4-minute

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

PandaDoc

APRIL 3, 2023

Negotiation play Negotiating with leads, answering questions, and overcoming objections are key parts of sales. Explain the best practices of the negotiation process and give actionable advice and examples on how to handle objections. Are they up to date, though? Or at least to your sales team.

Objectives and Key Results 52

Objectives and Key Results Negotiate Contract Represent 52

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. We are simply looking at the method and applying tidbits presented nearly three decades ago that are, surprisingly, still relevant today. Tip #5: Have your objection handling game on the ready.

Cold Call 71

Cold Call Objection handling Negotiate Sales 71

Gong.io

MAY 31, 2021

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. Best-in-class sales playbooks include: . Sales resources.

Territory 118

Territory Objectives and Key Results Contract Price 118

Engage Selling

FEBRUARY 24, 2018

Despite changes to our selling marketplace, too many sales professionals are rooted in beliefs about customer engagement that simply aren’t true. That’s why today, I’m going to dispel the three big sales engagement myths. Myth #1: Being on social media … Read More »

Sales 81

Sales Sell Objection handling Customers 81

Engage Selling

DECEMBER 30, 2017

So far in this series, we’ve looked at how you can apply the hard-earned wisdom of top sales professionals who thrive in crowded, commodity-driven markets and apply it to any organization—even yours. One method is to focus on rethinking the … Read More »

Process 78

Process Objection handling Sales Presentation 78

Outreach

APRIL 9, 2019

The outbound sales process generally adheres to the following sequence: Prospecting Research Connecting Needs Assessment Presentation/Proposal Follow Up Negotiation/Objection Handling Closing In outbound sales, sellers initiate the relationship and drive interactions with target B2B buyers.

B2B 65

B2B Process Objection handling Negotiate 65

Hubspot

JANUARY 22, 2018

Focus: Prospecting, negotiating and closing, social selling, and sales management. The right story, presented in the right way, can change the course of a sale. Focus: Sales meetings, objection handling, and closing. Sales Presentation Training. Focus: Delivering a value presentation. Vendor: Jeff Hoffman.

Objectives and Key Results 101

Objectives and Key Results Inside sales Price Negotiate 101