The 5% Institute

AUGUST 25, 2022

Sales objections generally come from one of two places. A lack of trust. It’s a lot easier overcoming objections in sales conversations when you have established that they do in fact have a desire for change, and that they trust that you and your business can help get them there. So how do you establish trust and desire?

Sales 140

Sales Objection handling Trust Presentation 140

The 5% Institute

FEBRUARY 5, 2021

Sales objections usually come from two places. First is a lack of trust. It’s a lot easier overcoming objections in sales conversations when you have established that they do in fact have a desire for change, and that they trust that you and your business can help get them there. How Do You Establish Trust & Desire?

Objection handling 128

Objection handling Sales Trust Presentation 128

The 5% Institute

NOVEMBER 1, 2021

Sales objections generally come from one of two places. A lack of trust. It’s a lot easier to overcome objections in sales conversations when you have established that they do in fact have a desire for change, and that they trust that you and your business can help get them there. So how do you establish trust and desire?

Objection handling 144

Objection handling Trust Sales Presentation 144

Veloxy

FEBRUARY 13, 2023

This leads to higher levels of trust and rapport, and ultimately more closed deals. Build stronger rapport and trust Salesforce recently shared that buyer expectations have been rising for the past four years. Customers want salespeople to act as trusted advisors, nurturing a positive and reciprocal buyer-seller relationship.

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

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. Building B2B Relationships B2B sales is all about building relationships and trust with your prospects and customers. What are some common B2B sales training topics?

B2B 52

B2B Objection handling Negotiate Technique 52

The 5% Institute

AUGUST 16, 2021

Sales objections generally come from one of two places. A lack of trust. It’s a lot easier to counter objections in sales conversations when you have established that they do in fact have a desire for change, and that they trust that you and your business can help get them there. So how do you establish trust and desire?

Objection handling 145

Objection handling Trust Presentation Clients 145

The 5% Institute

AUGUST 12, 2021

Sales objections generally come from one of two places. A lack of trust. It’s a lot easier to counter objections in sales conversations when you have established that they do in fact have a desire for change, and that they trust that you and your business can help get them there. So how do you establish trust and desire?

Objection handling 145

Objection handling Trust Presentation Clients 145

Highspot

JANUARY 4, 2024

The program helps reps understand customers, develop compelling sales pitches, and build enough confidence to close deals. When a rep knows their product, they can easily earn customers’ trust and respect. This approach builds trust and fosters long-term customer relationships.

Objection handling 52

Objection handling Pitch Sales Technique 52

The 5% Institute

OCTOBER 25, 2021

Sales objections generally come from one of two places. A lack of trust. It’s a lot easier overcoming objections in sales conversations when you have established that they do in fact have a desire for change, and that they trust that you and your business can help get them there. So how do you establish trust and desire?

Sales 144

Sales Objection handling Trust Presentation 144

The 5% Institute

SEPTEMBER 27, 2021

Sales objections generally come from one of two places. A lack of trust. It’s a lot easier overcoming objections in sales conversations when you have established that they do in fact have a desire for change, and that they trust that you and your business can help get them there. So how do you establish trust and desire?

Objection handling 141

Objection handling Sales Trust Presentation 141

The 5% Institute

MAY 18, 2021

Sales objections generally come from one of two places. A lack of trust. It’s a lot easier overcoming objections in sales conversations when you have established that they do in fact have a desire for change, and that they trust that you and your business can help get them there. So how do you establish trust and desire?

Objection handling 130

Objection handling Sales Trust Presentation 130

Highspot

JULY 6, 2023

These skills facilitate customer relationship building, identifying and understanding customer needs, fostering trust, and ultimately driving revenue growth. Sellers must know your company and product, understand the market, give good presentations, handle objections, use tech tools, manage time, and build strong relationships.

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Pitch 52

Salesforce

NOVEMBER 20, 2023

This isn’t just a quick pitch, however. The most successful sales calls include tailored presentations and focus on building trust with prospects by addressing their unique pain points. As celebrated entrepreneur Siva Devaki noted, “Sales is not about selling, but about building trust and educating.”

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

The 5% Institute

JULY 23, 2020

Instead of selling your products or services as another commodity, you need to approach your sales conversations with from a place of prescribing your offer, rather than simply pitching it like your competitors may be doing. People buy from people they like and trust. Presenting. How to present in a way that bridges the gap.

Closing 141

Closing Objection handling Sales Presentation 141

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. This engenders trust and confidence, helping to move the deal forward until it eventually closes. Our article on objection-handling techniques has more guidance.)

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

The 5% Institute

DECEMBER 4, 2019

Sales objections generally come from one of two places. A lack of trust. It’s a lot easier overcoming objections in sales conversations when you have established that they do in fact have a desire for change, and that they trust that you and your business can help get them there. So how do you establish trust and desire?

Objection handling 98

Objection handling Sales Trust Presentation 98

The 5% Institute

JULY 22, 2020

Sales Training Idea #1 – Objection Handling. There are numerous sales objections your team will come across when speaking with your potential clients, and if they don’t know how to effectively handle them – this can cost them the sale. Related article: Sales Objection Handling – A Step By Step Guide.

Objection handling 52

Objection handling Appointment Sales Clients 52

Highspot

JANUARY 29, 2024

Maintaining composure, offering informed advice, and demonstrating empathy during negotiations positions sellers as trusted advisors. This established trust extends beyond the immediate transaction, transforming sellers into reliable partners capable of providing ongoing assistance and expertise even after the initial deal is concluded.

Negotiate 52

Negotiate Closing Objectives and Key Results Technique 52

Highspot

JANUARY 3, 2024

Unique Offer Close The unique offer close is about presenting something special that only you can provide. When you address their specific issues, you build trust and establish credibility, paving the way for a successful close and repeat business. Talk with the right people: Focus your sales pitch on decision-makers.

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

Hubspot

SEPTEMBER 30, 2019

Objection handling training exercises. Present your buyer’s journey. After new hires are trained, have them give a presentation on what the typical buyer’s journey looks like for your product or service. E-pitch competitions. In-session pop quizzes. That answers question one.

Gaming 100

Gaming Pitch Sales Objection handling 100

Sales Hacker

JULY 26, 2023

Trust me: I’m an AE who’s embraced the change. I called the Head of Infrastructure, but they didn’t seem on board with what I was saying and threw lots of objections at me. Can you deep dive into what their pain points might be and how my solution could solve them so I can better pitch next time? Intimidated by AI? Don’t worry.

Objectives and Key Results 75

Objectives and Key Results Pitch Cold Call Sales 75

Partners in Excellence

NOVEMBER 27, 2018

At the risk of repeating myself, these programs have been upgraded in how they are being presented. Otherwise, why do customers constantly complain about being pitched, sales people not understanding their problems, and so forth.

Sell 93

Sell Objection handling Assembly Line Territory 93

Partners in Excellence

MAY 15, 2014

.” When I ask, I get responses like: “Would you just give us the formula to [insert whatever you want--prospect, get meetings with execs, close, handle this/that objection, fill my pipeline.]?” ” “If I just had a killer pitch!” ” “What’s the script?” No related posts.

Objection handling 100

Objection handling Pitch Pipeline Closing 100

The 5% Institute

FEBRUARY 26, 2020

Instead of selling your products or services as another commodity, you need to approach your sales conversations with from a place of prescribing your offer, rather than simply pitching it like your competitors may be doing. People buy from people they like and trust. Presenting. How to present in a way that bridges the gap.

Closing 52

Closing Sales Objection handling Presentation 52

The 5% Institute

JUNE 14, 2020

Instead of selling your products or services as another commodity, you need to approach your sales conversations with from a place of prescribing your offer, rather than simply pitching it like your competitors may be doing. People buy from people they like and trust. Presenting. How to present in a way that bridges the gap.

Closing 52

Closing Objection handling Sales Presentation 52

The 5% Institute

FEBRUARY 25, 2020

Instead of selling your products or services as another commodity , you need to approach your sales conversations with from a place of prescribing your offer, rather than simply pitching it like your competitors may be doing. Trust Is Crucial. People buy from people they like and trust. Presenting. Handling Objections.

Outside Sales 52

Outside Sales Objection handling Sales Presentation 52

The 5% Institute

FEBRUARY 19, 2020

Instead of selling your products or services as another commodity, you need to approach your sales conversations with from a place of prescribing your offer, rather than simply pitching it like your competitors may be doing. People buy from people they like and trust. Presenting. How to present in a way that bridges the gap.

Objection handling 52

Objection handling Sales Presentation Niche 52

Sales Hacker

JULY 26, 2023

Trust me: I’m an AE who’s embraced the change. I called the Head of Infrastructure, but they didn’t seem on board with what I was saying and threw lots of objections at me. Can you deep dive into what their pain points might be and how my solution could solve them so I can better pitch next time? Intimidated by AI? Don’t worry.

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

The 5% Institute

FEBRUARY 24, 2020

Instead of selling your products or services as another commodity, you need to approach your sales conversations with from a place of prescribing your offer, rather than simply pitching it like your competitors may be doing. People buy from people they like and trust. Presenting. How to present in a way that bridges the gap.

Pharmaceutical 52

Pharmaceutical Sales Objection handling Presentation 52

The 5% Institute

FEBRUARY 18, 2020

Instead of selling your products or services as another commodity, you need to approach your sales conversations with from a place of prescribing your offer, rather than simply pitching it like your competitors may be doing. Rapport is important and should be built not only consciously – but unconsciously too.

Closing 52

Closing Objectives and Key Results Objection handling Sales 52

The 5% Institute

DECEMBER 17, 2019

Presenting effectively. Objection handling. Dressing for success is very real, and it is imperative to present yourself in a way that’ll not only build trust, but only formulate a bond of commonality. Do not get this confused with presenting your idea – we’re not there yet. The other 5% present effectively.

Closing 98

Closing Non-Profits Cross-sell Presentation 98

Gong.io

JUNE 25, 2021

But don’t trust me outright. Success rates increase when sellers present slides in mid and late-stage meetings. Slides are less about conversation, more about presentation. It does sound counterintuitive, but hear me out (and trust the data): Win rates are highest when sellers discuss pricing on the first call — 10% higher.

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

Gong.io

JUNE 19, 2018

You can get away with “pitches” for up to 37 seconds : Stats show that if your spiel is too short — 25 seconds or less — you’re half as likely to book a meeting as a rep who talks for longer: Shocking, isn’t it? Sure, you’re looking for a conversational rhythm in which your volume, pitch, talking speed, and pauses align. The result?

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

Gong.io

JULY 6, 2018

You can use that two-way dialogue to build trust and understanding. Instead, learn to pull the prospect into your rhythms (volume, pitch, talking speed, and pauses). Ending your sentences and questions on a high pitch note robs you of your authority and ability to command respect. Sales Call Tip #6: Build Rapport the Right Way.

Cold Call 103

Cold Call Objection handling Pitch Sales 103

The 5% Institute

MARCH 1, 2020

Instead of selling your products or services as another commodity, you need to approach your sales conversations with from a place of prescribing your offer, rather than simply pitching it like your competitors may be doing. It’s vital that you portray yourself as a trusted adviser, rather than someone trying to sell another commodity.

Objectives and Key Results 52

Objectives and Key Results Sales Objection handling Presentation 52

The 5% Institute

FEBRUARY 17, 2020

Instead of selling your products or services as another commodity, you need to approach your sales conversations with from a place of prescribing your offer, rather than simply pitching it like your competitors may be doing. People buy from people they like and trust. Presenting. How to present in a way that bridges the gap.

Closing 40

Closing Sales Objection handling Presentation 40

Gong.io

JULY 6, 2018

You can use that two-way dialogue to build trust and understanding. Instead, learn to pull the prospect into your rhythms (volume, pitch, talking speed, and pauses). Ending your sentences and questions on a high pitch note robs you of your authority and ability to command respect. Sales Call Tip #6: Build Rapport the Right Way.

Cold Call 54

Cold Call Objection handling Pitch Sales 54