Partners in Excellence

APRIL 13, 2022

Lately, I’ve been watching some eLearning programs on objection handling. 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.

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Objection handling Technique Pitch Promote 118

Lead Fuze

JUNE 30, 2023

To be a successful salesperson, one must acquire the aptitude to excel in selling – whether as an employee of a large company or as the proprietor of a small business. Mastering objection handling techniques such as Sandler’s Reverse Negative approach will be another focus area.

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Objectives and Key Results Objection handling Technique Pitch 52

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. 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.

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Objection handling Negotiate Cross-sell Contract 69

Highspot

JANUARY 9, 2024

Gone are the days of cold calls and one-size-fits-all pitches. It starts with prospecting for potential leads, then moves through to negotiation and closing the deal. Each stage requires specific selling skills to satisfy prospect needs. This makes B2B sales training more important than ever. What is B2B Sales Training?

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Technique B2B Cross-sell B2C 52

Veloxy

FEBRUARY 13, 2023

Better understand customer needs and pain points If you were to ask ten prospects, “Do you wish you could improve the productivity of your team by two or three times?”, On the other hand, if you were to ask ten prospects, “What do you think is preventing your team from doubling their productivity?

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Objectives and Key Results Sales Objection handling Follow-up 246

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. 2 – Sell Me This Pen.

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Gaming Objection handling Pitch Sales 134

Engage Selling

SEPTEMBER 22, 2018

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 »

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Pitch Service Objection handling Customers 98

Sales Hacker

OCTOBER 16, 2020

Prospecting in the enterprise environment is just different. So, today, we’re going to cover four prospecting tips for breaking into Enterprise Accounts (plus some bonus tips at the end). Building rapport with prospects. Leveraging information to become your prospects doctor. Sell time on your calendar.

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Prospecting Cold Call Referrals Objectives and Key Results 104

Partners in Excellence

NOVEMBER 27, 2018

Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s. And, there’s always endless product training (actually most of sales training ends up not being selling skills, but instead product training.). But there are limitations to this.

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Sell Objection handling Assembly Line Territory 91

Salesforce

NOVEMBER 20, 2023

Prospects qualified? 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. A sales call is a conversation between a salesperson and a prospect about the purchase of a product or service.

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Objectives and Key Results Pitch X-functional Sales 69

Highspot

JULY 6, 2023

With proven sales training strategies and ongoing coaching and enablement, reps will be ready to tackle the art of selling. Becoming a good salesperson involves much more than simply knowing your product; it’s a rich blend of product and market expertise, meaningful dialogue, solution-based selling, and emotional intelligence.

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Objectives and Key Results Negotiate Objection handling Pitch 52

The 5% Institute

AUGUST 14, 2023

Immersing Yourself in Product Knowledge To effectively sell a product, you need an in-depth understanding of its features, benefits, and competitive advantages. Identify potential leads, prospects, and key accounts. Identify potential leads, prospects, and key accounts. Lay the groundwork for future sales conversations.

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Objectives and Key Results Strategic partnership Objection handling Territory 52

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. 2 – Sell Me This Pen.

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Gaming Objection handling Pitch Sales 98

Gong.io

JUNE 25, 2021

Sales Stats for Prospecting. We crunched the stats, and it turns out the “Interest CTA” is the highest performing call to action for cold emails: The Interest CTA sells the conversation, not the meeting. . Annoyed prospect. Annoyed prospect. Then they look at how seller and buyer actions impact success rates. Yes, please.

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Cold Call Sell Objectives and Key Results Negotiate 93

Salesforce

OCTOBER 10, 2023

3 ways to optimize your sales cycle Follow a clear path from prospecting to close Sales Cloud gives you the tools to navigate every sale easily, tracking each stage in the sales cycle and surfacing recommendations for actions that will get you to closer faster. For example, prospecting is a stage in the sales cycle.

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Objectives and Key Results Negotiate Sales Technique 110

Partners in Excellence

JANUARY 13, 2019

Sales is no different, we have our own vocabulary, terms like prospecting, qualifying, objection handling, pipeline, funnel, discovery, closing, quota. Along with those, we develop tools that help us with those things, for example, objection handling techniques, closing techniques, qualifying techniques, and so forth.

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Objection handling Technique Construction Finance 86

Score More Sales

SEPTEMBER 26, 2014

The challenge with the messaging you say to your prospective buyers by phone, through e-mail and in voice mails is that there is no one-size-fits-all. Because people who sell are all different and our buyers are also people who are all different. Objection Handling. Based on geography and industry, buyers vary as well.

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Sell Objection handling Pitch Contract 90

Sales Hacker

JULY 26, 2023

Bonus: 7 ChatGPT Prompts for Selling to the C-Suite Table of contents What AI can do for AEs Introduction to ChatGPT Easy guide: How to set up and use ChatGPT 5 things you should use ChatGPT for right now (with prompts!) Hyper-targeted prospecting: AI is a personal research assistant who never sleeps. Don’t worry.

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Objectives and Key Results Pitch Cold Call Sales 74

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. Understand your prospect and their business goals. Top Negotiation Tips that Help Close the Deal.

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Negotiate Closing Objectives and Key Results Objection handling 111

Lead Fuze

DECEMBER 1, 2021

Need Help Automating Your Sales Prospecting Process? There are a few ways to get out of objections, and one is the defusing objection framework. People who Raise Objections Are Real: What to Avoid. When you feel like your prospects are objecting to what you’re saying, then this is the right place for you.

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Prospecting Objectives and Key Results Negotiate Commission 52

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.

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Partners in Excellence

MAY 17, 2021

I started selling to large banks and investment companies, so I made it my job to learn their language so that I could understand what they were saying and I could make myself understood. The onus isn’t necessarily on the customers’ part to understand what we are selling, particularly very early on in the process.

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Objectives and Key Results Technique Manufacturing Objection handling 103

Gong.io

MAY 3, 2018

And the better you can map out the answers your prospect might have, the better prepared you will be. Cold calling isn’t about discovery – it’s about selling the meeting. It’s your job to take this time and sell them on why they should attend the meeting. Otherwise, your selling sequence is unlikely to go well.

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Cold Call Pitch Education Objection handling 123

Partners in Excellence

JANUARY 15, 2023

Most sellers rush to providing answers, to pitching products, features, advantages, benefits. Sellers carefully filter through qualification and discovery questions, trying to narrow them to the critical few that enable them to launch into a pitch. Consider changing our training in “objection handling.”

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Objection handling Pitch Launch Presentation 68

Hubspot

SEPTEMBER 30, 2019

Objection handling training exercises. Then, have them develop — on their own or in groups — the most convincing counters to those objections. Strengthen your team’s understanding of selling best practices by requiring or suggesting they acquire a useful sales certification. Sell me this pen. E-pitch competitions.

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Highspot

JANUARY 29, 2024

Here are some effective sales negotiation techniques that will help you build trust with prospects, close more deals , and streamline your sales cycle: 1. With any sales strategy , you need to confidently speak to the product you’re selling, the value it adds, and how to position it to decision-makers to engage them in a way that resonates.

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Negotiate Closing Objectives and Key Results Technique 52

Sales Hacker

FEBRUARY 2, 2021

Prospecting. Sales prospecting is to find qualified leads that are close to being ready to buy the advertised business or service. Companies start prospecting by formulating an Ideal Customer Profile. So not only do sales reps prospect for new customers, but they also qualify them. Handling objections.

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Sales Cross-sell Pipeline Negotiate 105

Sales Hacker

JULY 26, 2023

Bonus: 7 ChatGPT Prompts for Selling to the C-Suite Table of contents What AI can do for AEs Introduction to ChatGPT Easy guide: How to set up and use ChatGPT 5 things you should use ChatGPT for right now (with prompts!) Hyper-targeted prospecting: AI is a personal research assistant who never sleeps. Don’t worry.

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

Salesforce

MAY 30, 2023

Get answers to your burning questions about the best ways to sell, learn, and grow in this ever-changing field. At the lower end, you typically get bare-bones training (think: elementary information on sales careers or selling tactics), although some established organizations offer low-cost, high-value certifications. Have a question?

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Education Objection handling Cold Call Up-sell 52

Gong.io

JUNE 19, 2018

Step 1 – Prospecting: Get the First Meeting Every Time. Prospecting is your first step in the sales process. Your only job at this stage is to keep the prospect on the phone for five minutes. They are about selling your value to pique their interest enough for a meeting. Prospects talk uninterrupted for 3.5

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Process Objectives and Key Results Cold Call Objection handling 103

Salesforce

FEBRUARY 19, 2024

A playbook is a comprehensive guide that outlines your team’s approach to selling. It compiles best practices, strategies, and tactics specific to the team and spells out roles, responsibilities, and objectives. This section is crucial for ensuring your team understands what they’re selling. What are sales plays?

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Objectives and Key Results Technique CRM Follow-up 59

Gong.io

JULY 6, 2018

If you think a morning-fresh, bright-eyed prospect is your best bet, guess again. Afternoon calls have fewer no-shows and prospects stay on the call longer: Mornings? Your prospect is 30% more likely to show up for a call at 4 PM than one at 8 AM. Look at how long prospects talks on successful (3.5 Know when they are?

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Cold Call Objection handling Pitch Sales 103

CloserIQ

APRIL 25, 2019

A sales pitch , no matter how perfect, can quickly be ruined by poor objection handling afterward. It’s a rare day when you pitch someone and they simply submit and ask where to sign. In this post, we’ll walk you through the 8 most common objections and how to respond to each. Your product/service is too expensive.

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SQL Objection handling Angle Pitch 92

Highspot

JANUARY 3, 2024

Detecting purchase readiness: The skill of identifying when a prospect shifts into a buying state signals the right moment to propose the sale. Initiating a preliminary agreement: Engage the prospect with statements and questions that lead to a tentative verbal commitment. What are the steps in the sales closing process?

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Closing Objectives and Key Results Negotiate Technique 52

Hubspot

DECEMBER 16, 2019

When selling a property, good photography alone does not make a strong listing. You want to learn how to write copy that sells, using search-driven keywords so your listings can be seen by those who are looking for them. Working through objections. However, objections don’t always have to lead to an immediate "no."

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Real Estate Objectives and Key Results Negotiate Education 65

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!” If you want to be successful in selling.

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Lead Fuze

JULY 18, 2023

In the business world, closing sales is the moment when a prospect says “yes” and signs on the dotted line. Moving Past Early Give-Ups in Salespeople Here’s an interesting fact – many salespeople give up before they even get close to hearing “yes” from their prospects.

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