Partners in Excellence

OCTOBER 10, 2024

“Objections,” more specifically, “Objection Handling” 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.

Objection handling 62

Objection handling Technique Pitch Conversion 62

Sales Gravy

JUNE 5, 2025

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. That misalignment hampers productivity, damaging morale and impacting your bottom line. That misalignment hampers productivity, damaging morale and impacting your bottom line.

Objectives and Key Results 54

Objectives and Key Results Objection handling Sell Pitch 54

Gong.io

FEBRUARY 1, 2019

If doing a product demo FEELS easy and intuitive, watch out. Even if you have lots of product knowledge, doing a product demo persuasively is hard and counterintuitive. I mean that what feels right during a product demo usually causes failure. 3 Million Product Demos Analyzed. What do I mean?

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Product Objectives and Key Results Objection handling Pitch 132

Veloxy

JANUARY 7, 2025

Prioritize training resources on what skill sets you need to develop, such as strong communication, negotiation and objection handling, as well as skills unique to any specific complexities of the sales environment. Whereas selling a product takes center stage, it is in providing solutions that makes decisions both accelerated.

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

Veloxy

FEBRUARY 13, 2023

Five examples of close ended sales questions Have you used a similar [product/service] before? Are you interested in purchasing this [product/service] in the near future? On a scale of 1 to 10, how likely are you to recommend this [product/service] to a friend? Have you budgeted for this purchase?

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Objectives and Key Results Sales Objection handling Follow-up 246

The 5% Institute

APRIL 13, 2021

1 – Objection Handling. The first on our list of practice sales activities, is objection handling. Many Sales Professionals if trained correctly, will use something like our five-step objection handling breakdown ( that you can find here ) to overcome sales objections.

Closing 145

Closing Objection handling Gaming Sales 145

The 5% Institute

AUGUST 2, 2022

Sales Drills #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.

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Objection handling Sales Appointment Clients 140

Highspot

OCTOBER 29, 2024

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 objection handling, tailoring pitches, and delivering compelling messages.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

The 5% Institute

DECEMBER 15, 2020

1 – Objection Handling. The first on our list of sales team building games, is objection handling. Many Sales Professionals if trained correctly, will use something like our five-step objection handling breakdown ( that you can find here ) to overcome sales objections.

Gaming 134

Gaming Objection handling Sales Pitch 134

Sales Hacker

MARCH 30, 2025

Focus on the problem, not the product. When pitching, emphasize the specific problem your product solves rather than its features. Handle objections by agreeing then asking a trap question. When faced with objections, agree with the prospect first to lower their defenses.

Cold Call 67

Cold Call GTM Objection handling Sales 67

Cerebral Selling

APRIL 6, 2021

Your pitch needs to as well. ROI is an objective statistic. ” and then adapted their pitch and message accordingly. Has your pitch? Now more than ever, you need to focus your time and attention on the customers you can help AND who have the means to invest in your product or service.

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Sell Objection handling Hospitality Pitch 140

The 5% Institute

JUNE 15, 2023

In the world of sales and business, objections are inevitable. When you’re trying to sell a product or service, potential customers often raise concerns or doubts that can hinder the sales process. Objections are concerns, doubts, or questions raised by potential customers that prevent them from making a buying decision.

Objection handling 52

Objection handling E-commerce Real Estate Finance 52

Highspot

MAY 26, 2025

For example, sales reps who skipped interactive role-plays in training struggled with objection handling. For example, McKinsey shares a case study of a telecom company that used analytics to pinpoint 15 skills linked to above-average customer productivity. Time-to-productivity: Does tailored onboarding speed up time to quota?

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Education 52

Highspot

NOVEMBER 24, 2024

This, in turn, supports your business in achieving its objectives and staying ahead of the curve. The program covers everything from onboarding and product knowledge to sales techniques and workflows. On top of that, they can collaborate more effectively, share insights, and work towards a shared objective—driving revenue growth.

Pitch 52

Pitch Technique Sales Cross-sell 52

Highspot

APRIL 20, 2025

Your GTM team must understand product details and perfect messaging to overcome competitive objections, influence prospective buyer decisions, and drive real results. For example, use microlearning for: Product launches: Quick video showcasing a new feature’s value in a particular industry for an upcoming launch.

Go To Market 52

Go To Market GTM Objectives and Key Results Objection handling 52

Sales Hacker

JUNE 6, 2025

For example, reps getting to practice pitch delivery and objection handling 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.

GTM 53

GTM Objection handling Cold Call Follow-up 53

The 5% Institute

FEBRUARY 20, 2020

1 – Objection Handling. The first on our list of fun sales training games, is objection handling. Many Sales Professionals if trained correctly, will use something like our five-step objection handling breakdown ( that you can find here ) to overcome sales objections.

Gaming 98

Gaming Objection handling Sales Pitch 98

The 5% Institute

FEBRUARY 5, 2021

Sales resistance is something you’ll experience as a Business Owners or Sales Professional when selling your products or services. Sales resistance is the resistance a potential client or customer feels before they buy a product or service. Related article: How To Overcome The Two Main Sales Objections In Two Minutes.

Objection handling 128

Objection handling Sales Trust Presentation 128

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 116

Sell Objection handling Assembly Line Territory 116

The 5% Institute

JULY 23, 2020

Prior to diving into our program and how it’ll help solve your needs; let’s first look at what makes selling mortgages and loans different to many other products and services. Premature presentation is when a Sales Professional presents their products or services too early and loses the sale. It’s Higher Ticket. Building Rapport.

Closing 141

Closing Objection handling Sales Presentation 141

Gong.io

JUNE 25, 2019

Most salespeople are overtrained on their products and undertrained on sales skills. You’re in the middle of a discovery call and your buyer blurts out: “Can you just show me the product?”. It’s a short pitch (~3-5 minutes) about a business problem you solve or an opportunity you help buyers exploit. Have you been here before?

Objectives and Key Results 108

Objectives and Key Results Pitch Hospitality Objection handling 108

Sales Hacker

SEPTEMBER 11, 2019

Which is a real problem… Because after you’ve put effort and resources into researching and creating a solid pitch and proposal, it only makes sense to come to the table prepared to negotiate with the prospect. Be clear and transparent about product information. Be Clear and Transparent When You Communicate Product Information.

Negotiate 111

Negotiate Closing Objectives and Key Results Objection handling 111

Highspot

MAY 15, 2025

Effective enablement includes onboarding, product training, content delivery, skill assessments, and ongoing communication, adapted to each partner’s needs and market. For this reason, they need finalized messaging that makes it simple to position your product and communicate its value. What is partner enablement?

Healthcare 52

Healthcare Objectives and Key Results Niche Finance 52

Gong.io

NOVEMBER 12, 2021

. #4 Sales Skills for Pitching: The 9-minute rule. Now you enter pitch mode. You’ve trimmed it down and have “perfected” your 30-minute pitch. The problem: You are 3x+ longer than your sales pitch should be. The problem: You are 3x+ longer than your sales pitch should be. Objections are inevitable.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Partners in Excellence

JANUARY 13, 2019

If you are a financial professional every other financial professional understand you, as a result you can have very productive conversations. Sales is no different, we have our own vocabulary, terms like prospecting, qualifying, objection handling, pipeline, funnel, discovery, closing, quota.

Objection handling 96

Objection handling Technique Construction Finance 96

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

CloserIQ

APRIL 25, 2019

A sales pitch , no matter how perfect, can quickly be ruined by poor objection handling afterward. Everyone has questions, no matter the industry, no matter the product. It’s a rare day when you pitch someone and they simply submit and ask where to sign. Your product/service is too expensive.

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SQL Objection handling Angle Pitch 92

Hubspot

SEPTEMBER 30, 2019

Objection handling training exercises. Have your reps come up with all of the reasons they’ve heard why someone would reject your product. Then, have them develop — on their own or in groups — the most convincing counters to those objections. Match the product to the person. Present your buyer’s journey.

Gaming 101

Gaming Pitch Sales Objection handling 101

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: . Sales resources.

Territory 118

Territory Objectives and Key Results Contract Price 118

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. This post shows salespeople how to use GPT prompts to write sales pitches and emails, analyze market data, and more. Here’s our advice.

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Objection handling Customer Relationship Management Negotiate CRM 115

Gong.io

JUNE 10, 2019

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.

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Objection handling Sales Negotiate Pitch 91

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.

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

Hubspot

DECEMBER 13, 2023

These are important to understand of course, but salespeople aren't always going to call just to pitch to a potential customer — the job encompasses so much more. 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

Sales Hacker

NOVEMBER 7, 2017

The Key to Outbound Sales Success – Understand the Problems & Pain You Are Solving With Your Product. But we often present our product as a solution. This goes to an idea that Jason Fried, one of the founders of Basecamp, talks about often: You don’t really sell “product” at the end of the day. Tailor Your Sales Pitch.

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Objection handling Sales Cold Call Niche 108

Gong.io

JULY 6, 2018

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. Having a high pitched, approval-seeking tone screams “I’m an approval-seeking salesperson!”.

Cold Call 103

Cold Call Objection handling Pitch Sales 103

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

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?

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Sales Cross-sell Pipeline Negotiate 111