The 5% Institute

JULY 21, 2023

Dealing with objections is an essential skill for anyone in sales, negotiation, or even everyday conversations. When faced with objections, it’s crucial to respond effectively and persuasively to convince others of your viewpoint or proposition. This approach establishes a sense of trust and mutual understanding.

Objection handling 52

Objection handling Technique Closing Sales 52

Highspot

APRIL 1, 2025

Let’s look at the benefits of AI role-play in more detail: Faster Onboarding Think about how long it typically takes a new manager to get up to speed: there’s company culture, product knowledge, and leadership style to master. The ability to communicate compellingly keeps teams productive.

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

Highspot

OCTOBER 22, 2024

To help your sellers feel equipped to approach each phase of the sales process, create training that dives into the key skills to land in each stage – from needs assessment and product demos to objection handling and negotiation.

Process 52

Process Objection handling Quota Negotiate 52

SaaStr

DECEMBER 17, 2020

1: “Mastering the Art and Science of Product-Led Growth with Gainsight” Over 20,000 tuned into this session on what Gainsight has learned here, on the heels of its $1B+ acquisition by Vista. #2: 4: “The Art of SaaS Negotiations: 3 Steps to Develop an Objection Handling Framework with Pandadoc.”

Objection handling 96

Objection handling Niche Negotiate Growth 96

Partners in Excellence

MAY 13, 2022

We have endless classes and programs around what we sell—our products and services. They may be more narrowly focused on specific skills like objection handling, prospecting, closing, negotiation. We have terrific programs about how we sell. They may be broadly based methodology programs.

Sell 123

Sell Objection handling Negotiate Customers 123

Highspot

JUNE 17, 2025

Artificial intelligence (AI) assistants can improve your reps’ productivity. For example, an AI virtual assistant will learn your team’s objection-handling scripts and suggest talking points, like those tied to competitors’ offerings, to bring up on tough calls in which prospects push back.

Sell 52

Sell Objectives and Key Results GTM Hospitality 52

Hubspot

DECEMBER 13, 2023

Sales professionals not only convert prospects into buyers, they hold the power to negotiate, upsell, and even problem-solve after the initial purchase is made. You'll provide a brief overview of your product or service and try to gain their interest. What outcomes or goals are you looking to achieve in the next [timeframe]?”

Objection handling 87

Objection handling Negotiate Cross-sell Contract 87

Gong.io

NOVEMBER 12, 2021

Product conversations are, well, all about your product. . 10 Sales Skills for Objection Handling: Pause. Objections are inevitable. Rarely does a deal cross the finish line sans objections. Objections are a natural, very normal part of sales. . Remain calm and use these objection handling techniques.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Partners in Excellence

NOVEMBER 27, 2018

And, there’s always endless product training (actually most of sales training ends up not being selling skills, but instead product training.). Rather than heavily product selling focused, they leverage more customer focused language, but under the covers, they haven’t changed substantively.

Sell 114

Sell Objection handling Assembly Line Territory 114

SaaStr

NOVEMBER 24, 2020

Don’t miss their sessio n at 7 AM PST on December 9 – Mastering the Art and Science of Product-Led Growth with Gainsight. Freshworks helps businesses of all sizes with a packed product suite that teams love. Products include CRMs, customer support, IT management, project management, HR and much more. Freshworks.

Meeting 114

Meeting Objection handling Negotiate Contract 114

Salesforce

NOVEMBER 15, 2024

So as an SDR manager, how can you ensure your team stays motivated, engaged, and productive in such a demanding and often thankless role? I agree to the Privacy Statement and to the handling of my personal information. The role of an SDR is, in many ways, hustle culture personified. I can unsubscribe at any time.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

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. Second, d on’t sell the product, sell the next step. The Gatekeeper.

Prospecting 101

Prospecting Objection handling Appointment SQL 101

Highspot

JANUARY 29, 2024

Sales negotiations can be tense and anxiety-ridden. Sales negotiation is a skill that can be learned which is great news, because let’s be honest, not all of us are born sellers. So what’s the secret to building lasting relationships and negotiating the deal? Why is Sales Negotiation Important? You’ll have to read on.

Negotiate 52

Negotiate Closing Objectives and Key Results Technique 52

PandaDoc

MARCH 25, 2025

Complex sales typically involve high-value products or services, which are often highly customizable. Here is an overview of the sales process for complex sales: Discovery/needs analysis: Understanding your customers needs and challenges is key to demonstrating how your product or service can help. What is considered a complex sale?

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Hubspot

JUNE 16, 2025

Pitching clients, negotiating partnerships, growing a network. Just look at Salesforce — they’re hiring 2,000 new salespeople just for their AI products, according to CEO Marc Benioff. A strong salesperson with great communication skills, resilience, and coachability can learn the product and industry quickly,” Wickett says.

Objectives and Key Results 49

Objectives and Key Results Pitch Sales Follow-up 49

Hubspot

AUGUST 6, 2019

Product Training. Product or service training. Whether it’s pool supplies or software, it’s important to train them on how to administer, use, and see the value of your product or service. HubSpot’s sales new hires go through extensive product and Inbound Marketing training. What will your rep be selling?

Negotiate 101

Negotiate Territory CRM Objection handling 101

Salesforce

DECEMBER 19, 2023

11 Time-Saving GPT Prompts for Sales Crafting a good GPT prompt can be deceptively simple, but getting it just right requires nuance that can deliver a big productivity win, especially in sales. For example, “you may also like” product recommendations, and automated customer support. Here’s our advice. Read the post 8.

Objection handling 115

Objection handling Customer Relationship Management Negotiate CRM 115

Highspot

MAY 18, 2025

This can include interactive product demos, deal-specific sales playbooks, and real-time buyer insights. Sales playbook components include: Objection-handling tips: Quick responses to common pushbacks, like budget or timing concerns, to keep conversations moving.

Healthcare 52

Healthcare Objectives and Key Results Finance Objection handling 52

Gong.io

JUNE 10, 2019

Negotiation. but you’re weak at, say, objection handling. Average salespeople jump straight to answers more often: Great salespeople clarify what’s causing the objection before jumping to an answer. Again, take note: This difference in objection handling habits isn’t massive. Objection handling mastery.

Objection handling 91

Objection handling Sales Negotiate Up-sell 91

Outreach

APRIL 9, 2019

If your business sells products or services to other businesses, you have a B2B sales process. Unlike most outbound prospects, inbound leads are familiar with your company via an online search or marketing content and demonstrate a clear interest for your product or service. The B2B Sales Process: A Brief Introduction.

B2B 65

B2B Process Objection handling Negotiate 65

Partners in Excellence

OCTOBER 29, 2020

For example, those products or solutions that are bought frequently by buyers, in which they have great experience in the buying process will probably fall into the simple category. You might be thinking, “Do we have to be able to do all of these?” ” The answer is, “Probably Not.”

Sales 121

Sales Objection handling Represent Negotiate 121

Salesforce

OCTOBER 10, 2023

The goal of a sales cycle is to ensure reps are uncovering customer needs and resources they can map to product solutions before ever making a pitch. Imagine this scenario without a sales cycle in place: A rep reaches out to an interesting prospect on LinkedIn and sends a link to a demo, technical product information, and a full pricing grid.

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Sales Hacker

FEBRUARY 2, 2021

To put it simply, a sales cycle is the journey a potential client embarks on that begins when they develop an interest in a product to when they make a purchase. This process involves identifying potential clients who might be interested in your product or service. Handling objections. And why is it important?

Sales 111

Sales Cross-sell Pipeline Negotiate 111

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. Product demo flows. Product demo flows. Objection handling. Best-in-class sales playbooks include: .

Territory 118

Territory Objectives and Key Results Contract Price 118

Sales Hacker

OCTOBER 5, 2018

Reps that take too long to ramp can have a difficult time hitting revenue targets – on average, reps spend 10 weeks in training but only become productive after 11 months. Software companies used to spend months or years developing new products. Taking a Page from Agile Software Development.

Objectives and Key Results 90

Objectives and Key Results Objection handling Sales Negotiate 90

Martech

JULY 19, 2023

I got to really know outbound marketing: Objection handling, what do we say to a customer? I also think women just need to ask for whatever they want and know how to negotiate properly and know their value. Being an employee is as much of a sales pitch as selling your product to a customer. It was credit cards and.

Cold Call 98

Cold Call Objection handling Promote Negotiate 98

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. Yeah, you know what I first read my early objection was, but sales is not linear, right?

Objection handling 59

Objection handling Quota Negotiate Presentation 59

Salesforce

FEBRUARY 17, 2025

I agree to the Privacy Statement and to the handling of my personal information. Tools like Agentforce provide personalized sales role-plays that help reps refine their pitching, objection handling, and negotiation skills. I can unsubscribe at any time. Content also nurtures relationships at scale.

Territory 59

Territory Negotiate E-commerce Objectives and Key Results 59

Gong.io

MAY 12, 2019

It works in some situations (like negotiations), but it doesn’t work on cold calls. Measure them using Gong’s stats tab : Sales Tactic 7: Handle Objections with Questions. You’re ready to demo your product. Even if things go well, you’ll probably encounter objections. It makes them feel powerful. Buyer: Yes.

Cold Call 107

Cold Call Objectives and Key Results Price Negotiate 107

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. Clearly, from a customer experience point of view, something is missing.

Customers 70

Customers Objection handling Negotiate Technique 70

The 5% Institute

MAY 9, 2023

From prospecting and lead generation to objection handling and closing techniques, we will cover a wide range of topics that are essential for B2B sales success. Product and Industry Knowledge Your sales reps should have a thorough understanding of your product or service and the industry you operate in.

B2B 52

B2B Objection handling Negotiate Technique 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. Start with the usual suspects—whether this be your VP Sales, Product Marketing or Sales Enablement—you want them in the room with you. Products and pricing.

Sales 110

Sales Gaming Quota Objection handling 110

Hubspot

SEPTEMBER 14, 2023

Goal Alignment: Feedback enables salespeople to align their goals with the organization's objectives, ensuring everyone is working towards the same targets and increasing overall productivity. Coaching centers around the individual sales representative and their goals, providing its own benefits. Sales Coaching Benefits 1.

Objectives and Key Results 81

Objectives and Key Results Objection handling Construction Sales 81

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. Determine value/ROI. Building a Sales Process.

Closing 69

Closing Objectives and Key Results Objection handling Cross-sell 69

Gong.io

NOVEMBER 12, 2021

Product conversations are, well, all about your product. . 10 Sales Skills for Objection Handling: Pause. Objections are inevitable. Rarely does a deal cross the finish line sans objections. Objections are a natural, very normal part of sales. . Remain calm and use these objection handling techniques.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

Sales Hacker

FEBRUARY 18, 2025

Previously, he was an operating partner at Fractal Software, helping launch vertical software companies and find product-market fit. But prior to that, you were an operating partner at Fractal Software, uh, where you helped launch dozens of vertical software companies, which is super cool and helps them kind of find product market fit.

GTM 91

GTM Quota Drivers/motivators Sales 91

Hubspot

APRIL 2, 2018

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. But don’t handle them over email. Negotiations. How's your experience with our product/service been so far?".

Prospecting 101

Prospecting X-functional Contract Cross-sell 101