Cerebral Selling

JANUARY 18, 2021

One of the most important aspects of dealing with objections in any negotiation is understanding how much authority each side has to grant commitments or concessions. For example, when you call your cell phone company to ask for a discount, the customer service agent may only be able to give you a small one.

Objection handling 178

Objection handling Negotiate Strategize Presentation 178

Highspot

JANUARY 3, 2024

It starts with understanding the customer’s needs and demonstrating how your product or service can meet those needs. This is followed by handling sales objections, offering solutions, and finally, guiding the customer towards making a buying decision. It could be an exclusive feature, service, or pricing.

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

Gong.io

JUNE 25, 2021

Instead, describe the actual problem your service solves. These words and phrases put them in charge, helping them imagine what it’s genuinely like to use your product or service. Sales Stat #13: Talk price early in the cycle. Discuss pricing on the first call. BUT introducing pricing early helps to identify intent.

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

criteria for success

MARCH 11, 2020

Different buyer personas may also pose final objections to confirm they're making the right decision by purchasing your product or service. If the buyer is analytical, they are likely to ask more questions or make “objections”, because they are dotting I’s and crossing T’s. She wants to sell for the best price.

Closing 69

Closing Objectives and Key Results Objection handling Cross-sell 69

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. Note that CSMs are not Customer Service advisors.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Salesforce

FEBRUARY 19, 2024

Product information A thorough overview of your products or services should also be included, showcasing features, benefits, pricing, and competitor analyses. It can also help when handling objections from prospects. This could include handling objections or unique selling propositions for different products.

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

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. When No Means No.

Prospecting 101

Prospecting Objection handling Appointment SQL 101

The 5% Institute

JULY 4, 2023

It should include market analysis, target customer profiles, competitive analysis, pricing strategies, and promotional activities. A comprehensive sales plan provides a roadmap for the sales team and ensures alignment with the company’s overall business objectives.

Objectives and Key Results 52

Objectives and Key Results Customer Relationship Management Technique Drivers/motivators 52

Sales Hacker

FEBRUARY 2, 2021

This process involves identifying potential clients who might be interested in your product or service. Sales prospecting is to find qualified leads that are close to being ready to buy the advertised business or service. An ICP is a summary of the perfect client for a company’s product/service. Preparation. Presentation.

Sales 105

Sales Cross-sell Pipeline Negotiate 105

Hubspot

APRIL 2, 2018

We’d already agreed on X price. If we can come down to X price, would you sign today?”. How's your experience with our product/service been so far?". Objection handling. You should welcome objections: They give you a chance to address your prospect’s reservations and reasons not to buy. Negotiations.

Prospecting 95

Prospecting X-functional Contract Cross-sell 95

Lead Fuze

DECEMBER 1, 2021

A company in the Financial Services or Banking industry. The woman said, “You know it’s hard to put a price on healthy skin. Instead of trying to think about objections as something you have to overcome, I want you to think about them instead as a way for people in the interview process to get more information.

Prospecting 52

Prospecting Objectives and Key Results Negotiate Commission 52

Lead Fuze

JANUARY 1, 2022

A company in the Financial Services or Banking industry. The process of sales prospecting is to identify potential clients who are interested in your product or service. This is a summary of the perfect client for their product or service and helps gain insight into customer needs. I was also wrong about my objection handling.

Commission 52

Commission Sales Cross-sell Pipeline 52

Salesforce

NOVEMBER 20, 2023

A sales call is a conversation between a salesperson and a prospect about the purchase of a product or service. Do you owe the prospect a spec sheet or a price quote? While it’s good to have some responses in the bag to underscore your product’s value, the goal in objection handling is not to fire back with counterpoints.

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

Hubspot

AUGUST 15, 2013

Objection-Handling Technique: The Agreement Frame. Another Way of Handling Price Objections. Customer Service: How To Win Back Lost Customers. 4 Dirty Negotiating Tricks (and How to Counter Them). Who Couldn’t Use An Extra $10 Million In Sales? The Science and Art of Selling, by Alen Majer.

Elevator Speech 77

Elevator Speech Cold Call Inside sales Objection handling 77

PandaDoc

APRIL 3, 2023

A sales playbook can improve the performance of sales teams, as it helps you: Define sales processes A sales playbook contains all the information your salespeople need for their day-to-day work, including specific procedures, resources, pricing information, product details, and more. Are they up to date, though?

Objectives and Key Results 52

Objectives and Key Results Negotiate Contract Represent 52

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

Territory 118

Territory Objectives and Key Results Contract Price 118

Hubspot

JANUARY 22, 2018

Price: Can you anticipate the return of the training will be at least 5X its price? We’ve rounded up some of the most valuable training programs at a variety of price points, locations, themes, and delivery options. Focus: Prospecting, negotiating and closing, social selling, and sales management. Price: Varies.

Objectives and Key Results 101

Objectives and Key Results Inside sales Price Negotiate 101

Outreach

APRIL 9, 2019

If your business sells products or services to other businesses, you have a B2B sales process. A single sale of this type typically involves high price points and multiple decision makers, making the process lengthier and more complex compared to engaging individual consumers (B2C). The B2B Sales Process: A Brief Introduction.

B2B 65

B2B Process Objection handling Negotiate 65

Sales Hacker

APRIL 16, 2018

It begins with a phone call or an email and you move into that first meeting, the sales deck , the demo, the discovery call, objection handling, negotiation, closing, etc. Thinking about pricing strategy and customer segmentation and territories as we realized there was an appetite for access to experts.

Territory 40

Territory Cross-sell Up-sell Objection handling 40

Sales Hacker

MAY 14, 2018

It doesn’t matter if your product or service is the best in the world. For example, what better time to reinforce your negotiation strategy than when your rep is prepping for a pricing discussion? Here are three of the top sales enablement benefits that increase revenue and drive sustainable growth. Dos and Don’ts.

Objectives and Key Results 60

Objectives and Key Results Cross-sell Objection handling Sales 60

Sales Hacker

OCTOBER 7, 2021

The best products, services, and ideas are nothing without a way to turn them into currency, and sellers are a big part of making commerce happen. Remember this when you are negotiating your pay. Anne is a principal analyst in the Sales Operations Research Service at Forrester. Anita Nielsen. Own your power. Anne Slough.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Heinz Marketing

NOVEMBER 12, 2018

This time we hear from Jeb Blount in an episode we call “Sales Objection Handling from the Master: Insights from Best Seller Jeb Blount” Jeb is a best selling author of nine books and the CEO at Sales Gravy. Well if so, you need a new service called MailTag. This is Sales Pipeline Radio.

Pipeline 75

Pipeline Cold Call Sales Prospecting 75

Sales Hacker

FEBRUARY 1, 2019

Overcoming objections is an important step to winning any sale. How you approach objection handling is often the difference between gaining a new customer and losing an opportunity. The Four Most Common Types of Objections. Identify which category objections fall into as they arise so you can respond to them effectively.

Objection handling 87

Objection handling Negotiate Sales Trust 87