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Objectionhandling is one of the trickier, more grating aspects of sales life. In my almost 20 years spent in sales, I've never seen a perfect objection response close a deal. When someone tells me the price is too high, I skip the value pitch and ask, Compared to what?
Discovery Questions Stop pitching. ObjectionHandling If objections scare you, its because you dont practice. Discovery Questions Stop pitching. ObjectionHandling If objections scare you, its because you dont practice. Because conversations close dealsperiod. Start digging. Start digging.
Bonus:Ive covered 3 ways you can use this question in the initial discovery, a second meeting, and even as an objection-handling tactic 2. Related video: What’s the “Pain & Pitch”? to uncover whether theyre making assumptions or working with real data. How Do You Know You Have That Problem?
Take objectionhandling. It lacks the intuition that tells you to pivot your pitch mid-conversation because you've spotted a better angle. Take objectionhandling. They analyze which messaging resonates with different buyer personas, then craft more targeted outreach. AI can't build genuine rapport.
Prioritize training resources on what skill sets you need to develop, such as strong communication, negotiation and objectionhandling, as well as skills unique to any specific complexities of the sales environment. Use them in pitches and on your website to shore up claims about what youre offering.
“Objections,” more specifically, “ObjectionHandling” have been a fundamental part of sales training, probably since the first sale. Our mindset about objections tends to be combative, it’s the customer resisting our pitches, objections are something to overcome.
For example, in the first 30 days, they should master the pitch and handle basic objections. Give them a clear sales playbook with scripts, email templates, and objection-handling guides if you can. This helps them internalize the pitch and get comfortable handlingobjections.
Regardless of their true situation, you need an objectionhandling strategy. The downside: Rushing through your pitch can make you sound desperate and reduce your effectiveness. When to use it: If you have a high-energy personality and can deliver a compelling, concise pitch without sounding rushed, this approach can work.
Marketing can be blind to the value propositions that are working for sales if they do not understand the sellers’ pitches and approach to closing deals. With the support of marketing materials, sellers have the resources to back up their pitch, highlight benefits, and keep buyers engaged. Another issue is messaging.
They essentially speed up the coaching process by reviewing sales reps’ pitches and meeting recordings, grading them, and delivering instant feedback. This tool acts as a virtual assistant that provides real-time guidance during sales calls, offering suggestions for objectionhandling, tailoring pitches, and delivering compelling messages.
Pitching clients, negotiating partnerships, growing a network. Prepare to deliver a compelling mock sales pitch or role-play. Mock sales pitches test your ability to think on your feet and handleobjections, just like in an actual sales conversation where prospects challenge your value and expect quick, confident responses.
Elevator pitch Whether it’s a cold call, a networking event, or the start of a Zoom meeting, your sales reps need a 60-second, confident answer to: “So, what do you do?” ” This role-play helps sales reps develop a concise sales pitch that’s on message and easy to personalize.
This can be accomplished through evidence-based pitches, successful content marketing, and an aggressive follow-up strategy. B2B reps benefit from deep product training, sales process mastery, and strategic skills like objectionhandling, ROI modeling, and stakeholder mapping.
Maybe your reps are getting stuck because they skipped objection-handling content. Highspot Copilot can analyze calls, review pitches, and deliver timely coaching through personalized nudges. Instead of guessing what to say or send, your reps get timely guidance, objection-handling tips, and approved messaging.
Sales enablement content gives your sales reps the resources they need to build trust, help with objectionhandling , and move potential customers through the sales funnel. But when it comes down to closing the deal, the content your reps are using is the most important piece that will make or break the sale.
But when your demo, pitch, or messaging reflects their specific challenges, language, and goals, it short-circuits skepticism and builds immediate emotional buy-in. Instead of using standard templates in their demos, they customize everything around the prospect’s real sales playbook, objection-handling examples, and KPIs.
For instance, training teaches salespeople to pitch a product, ask better questions, or handleobjections, while enablement ensures they can access customer data or case studies to support their pitch. For instance, you might discover that some reps struggle with objectionhandling by monitoring calls.
When pitching, emphasize the specific problem your product solves rather than its features. Handleobjections by agreeing then asking a trap question. When faced with objections, agree with the prospect first to lower their defenses. When faced with objections, agree with the prospect first to lower their defenses.
Everything from case studies to pitch decks are tailored to the specific buyer’s needs. 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.
For example, sales reps who skipped interactive role-plays in training struggled with objectionhandling. Content engagement: Identify and prioritize high-performing content, such as pitch decks or product playbooks. Diagnostic analytics: Digs into why something happened. Predictive analytics: Forecasts what might happen.
Objectionhandling assessment 3. Elevator pitch assessment 2. Successfully deliver who, what, why, how 3. Sit in on 25 demos 1. Cold call assessment 2. Sales Stack 101 Level 2 15/mo 1. Featured win in weekly team review call 2. 25% A & B account bookings 3. Sit in on 50 demos 1. Win back assessment 3. Assigned AE 2.
Heres what to include: Company overview Core messaging Ideal customer profiles Compliance and regulatory basics GTM strategy Objectionhandling techniques Product demos Incorporating just-in-time learning into your partner programs can significantly boost partner performance. times more likely to exceed seller revenue targets.
For example, reps getting to practice pitch delivery and objectionhandling at scale (not to eliminate reps, but to sharpen them). Leaders like Kevin “KD” Dorsey use AI to surface rep weaknesses, diagnose call issues, and build targeted training. Codify “what good looks like.” You can’t coach what isn’t defined.
You can have the perfect pitch, flawless product knowledge, and ironclad objectionhandling skills, but if you walk into that appointment carrying the baggage from your last three rejections, you're dead in the water before you even ring the doorbell. Think about it. Average performers obsess over outcome goals. Think about it.
Are deals stalling due to weak objectionhandling (“too expensive”, “competitor offers better features”)? Show your learners what that looks like in a case study, a customer anecdote, or a call clip where a sales rep nails a pitch to a tough prospect. Focus on one high-value area (objectionhandling).
She had rehearsed her sales pitch a hundred times and put so much time into pursuing this prospective buyer. If you’ve worked in sales for some time, you’ve heard customer objections like this more times than you can count. What is ObjectionHandling? Then, it happened”This is too expensive.”
Objectionhandling: Customers may have concerns about pricing, competitors, or implementation. To navigate these challenges effectively, sales teams must focus on relationship-building, patience, and problem-solving rather than just product pitching. Build relationships: Be available to your prospect and any decision-makers.
Built on Highspot Nexus , Role Play simulates realistic, GTM-aligned scenarios like pitching to a new persona, handlingobjections , or delivering updated messaging. Practice real selling moments – Simulate actual scenarios your reps will see to sharpen messaging, objectionhandling, and delivery.
Objectionhandling 4. Instead of a pitch slap, they are approached with thanks. With a pattern interrupt introduction, a tailored value proposition, masterful objectionhandling, and a strong close, you can become one of the best cold callers on your team. The introduction (pattern interrupt) 2.
With tools like AI Role Plays, reps can sharpen their skills on-demand—from pitch practice to objectionhandling—without waiting for a manager to review their call. How high-performing orgs fix this: They simplify the tech stack, embed learning into daily workflows, and use AI to scale coaching.
Objectionhandling The process of addressing potential customers’ concerns or hesitations during sales. Using objectionhandling , sales reps can navigate objections by listening actively, empathizing with the prospect’s needs, providing data and social proof, and reframing the objection with a solution. .”
Timing, tone, objectionhandling, and reading the prospects emotional state. Hed faced every objection and lost more deals than Paul had even pitched. Timing, tone, objectionhandling, and reading the prospects emotional state. Hed faced every objection and lost more deals than Paul had even pitched.
It’s incredibly different to pitch someone cold over email versus to be writing copy for your website and it shows up and how people, you know, tend to. I’m excited about how that’s gonna feed into how we better objectionhandle against certain things that competitors bring up. Tend to approach outbound.
You know, a bunch of Q& A and sort of objectionhandling. And he, I remember he said something like, Yeah, go ahead and pitch the product to a couple people this week, if you don’t mind. Founders who were selling and then hiring AEs after they closed, you know, anywhere from 50, 000 to 200, 000 in ARR.
Tools like Agentforce provide personalized sales role-plays that help reps refine their pitching, objectionhandling, and negotiation skills. They’re wary of big promises and sales pitches, often delaying decisions as they evaluate options across multiple channels.
Objectionhandling training is one of the most beneficial things you can learn to dramatically increase your closing rate. So how should you go about overcoming objections in sales? Where Do Sales Objections Come From? Sales objections generally come from one of two places. The presentation or pitch then starts.
The objectionhandling process is one of the most beneficial things you can learn to dramatically increase your closing rate. So how should you go about overcoming objections in sales? Where Do Sales Objections Come From? Sales objections generally come from one of two places. The presentation or pitch then starts.
If you confuse objectionhandling and negotiating , you could be losing sales. . In this article, we’ll look at what objectionhandling and negotiating are (and what they aren’t). Then we’ll go in-depth to look at 5 techniques for handlingobjections and sales negotiation, so you always walk away with a win.
Objectionhandling as a part of your sales conversations is a very important part of the sales process , and something you’re most likely to come across from time to time. So how should you go about overcoming objections in sales? Where Do Sales Objections Come From? Sales objections generally come from one of two places.
We learned very quickly that the biggest obstacle to closing new business isn’t the objections themselves, it’s how the team manages the objections. The key to effective objectionhandling is using a question-based framework that puts the prospect at ease. Why is objectionhandling important?
To be successful, reps must learn how to both discover and resolve these objections. What Is ObjectionHandling? Objectionhandling is when a prospect presents a concern about the product/service a salesperson is selling, and the salesperson responds in a way that alleviates those concerns and allows the deal to move forward.
So has the routine sales pitch. The days of the “ideal buyer” have gone the way of the dinosaurs. In this new marketplace, your next hit might come from a company’s CFO instead of the customer service team you work … Read More »
Lately, I’ve been watching some eLearning programs on objectionhandling. 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.
1 – ObjectionHandling. The first on our list of practice sales activities, is objectionhandling. Many Sales Professionals if trained correctly, will use something like our five-step objectionhandling breakdown ( that you can find here ) to overcome sales objections.
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