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. Pricing options. Objection handling. Sales presentations. Sales presentations. Sales enablement materials.

Territory 118

Territory Objectives and Key Results Contract Price 118

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

The 5% Institute

JULY 5, 2022

2 – You’re Not Being Present. The second issue with using talk tracks in a rehearsed format, is that it robs you of the opportunity of being completely present with your potential client. When you’ve presented, it’s likely there will be some areas of concern and sales objections prior to them making a buying decision.

Objection handling 141

Objection handling Sales Clients Presentation 141

The 5% Institute

APRIL 12, 2021

Generally, the I need to talk to my wife objection comes up for two distinct reasons. Firstly – it comes up if a person is feeling potential pain for investing in your product or service, compared to the benefit they’ll receive from the investment. Further reading: Objection Handling – Your Step By Step Guide.

Objectives and Key Results 145

Objectives and Key Results Objection handling Price Up-sell 145

The 5% Institute

MAY 5, 2021

You’ll need to learn how to overcome the partner objection because it come up for two distinct reasons. Firstly – it comes up if a person is feeling potential pain for investing in your product or service, compared to the benefit they’ll receive from the investment. Further reading: Objection Handling – Your Step By Step Guide.

Objectives and Key Results 136

Objectives and Key Results Objection handling Up-sell Price 136

Salesforce

OCTOBER 10, 2023

Second, having set stages for every sale removes the worry about what should happen next, allowing reps to be fully present in prospect conversations and focus on building authentic relationships. What is their current way of doing business and why does this present a need or create a problem? This is called a discovery call.

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

The 5% Institute

APRIL 12, 2021

Generally, the I need to talk to my spouse objection comes up for two distinct reasons. Firstly – it comes up if a person is feeling potential pain for investing in your product or service, compared to the benefit they’ll receive from the investment. Further reading: Objection Handling – Your Step By Step Guide.

Objectives and Key Results 132

Objectives and Key Results Objection handling Price Up-sell 132

The 5% Institute

AUGUST 9, 2021

Having been a part of literally thousands of sales meetings and presentations , Sales Professionals generally approach their sales with this approach: They say hello, and build some basic rapport. Present their products or services. Objection handling, and then again – ask for the sale. Presenting.

Closing 145

Closing Objectives and Key Results Lead generation Sales 145

The 5% Institute

APRIL 14, 2021

So many Executives meet with people who have no business buying their products or services or aren’t qualified decision makers to make a buying decision. By doing so; you ensure decision makers are present, a buying decision will be made at the end of the conversation, and you overcome sales objections before they even arrive.

Objectives and Key Results 139

Objectives and Key Results Sales Clients Objection handling 139

Sales Hacker

SEPTEMBER 11, 2019

The key is to create a negotiation strategy in advance, which helps you talk about price and other important elements of the deal. Don’t be afraid to set the price anchor. You need to know the details of their product/service and how their business operates. Don’t Be Afraid to Set the Price Anchor.

Negotiate 111

Negotiate Closing Objectives and Key Results Objection handling 111

The 5% Institute

JANUARY 15, 2021

So many Small Business Owners meet with people who have no business buying their products or services or aren’t qualified decision makers to make a buying decision. By doing so; you ensure decision makers are present, a buying decision will be made at the end of the conversation, and you overcome sales objections before they even arrive.

Objectives and Key Results 131

Objectives and Key Results Sales Clients Objection handling 131

The 5% Institute

JULY 5, 2023

These materials are designed to provide valuable information about a product or service, showcase its benefits, and address customer concerns. It serves as a powerful tool that helps build credibility, highlight the unique selling points of a product or service , and overcome objections. Types of Sales Collateral 3.1

Objection handling 52

Objection handling Sales Click Through Rate Lead generation 52

The 5% Institute

MAY 25, 2021

Having been a part of literally thousands of sales meetings and presentations , salespeople generally approach their sales with this approach: They say hello, and build some basic rapport. Present their products or services. Objection handling, and then again – ask for the sale. Presenting. Building rapport.

Consult 119

Consult Objectives and Key Results Lead generation Sales 119

Highspot

JANUARY 22, 2024

Having a well-defined go-to-market (GTM) strategy is crucial for the success of any product or service. Marketing Strategy While Go-to-Market (GTM) strategy and marketing strategy share common goals, they are distinct concepts that focus on different aspects of bringing a product or service to market.

Go To Market 52

Go To Market GTM Promote Technique 52

Highspot

JANUARY 22, 2024

Having a well-defined go-to-market (GTM) strategy is crucial for the success of any product or service. Marketing Strategy While Go-to-Market (GTM) strategy and marketing strategy share common goals, they are distinct concepts that focus on different aspects of bringing a product or service to market.

Go To Market 52

Go To Market GTM Promote Technique 52

Gong.io

JUNE 11, 2021

You must learn who your ideal customers are, what they care about, how to position your product/service to them, which features they care about, which problems do they solve, which outcomes do they enable, and so on. Demo scripts are the starting points for how to run an effective demo of your product or service. Objections.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

Gong.io

JUNE 25, 2021

Instead, describe the actual problem your service solves. These words and phrases put them in charge, helping them imagine what it’s genuinely like to use your product or service. Success rates increase when sellers present slides in mid and late-stage meetings. Slides are less about conversation, more about presentation.

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

Salesforce

FEBRUARY 19, 2024

Product information A thorough overview of your products or services should also be included, showcasing features, benefits, pricing, and competitor analyses. It can also help when handling objections from prospects. This could include handling objections or unique selling propositions for different products.

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

Highspot

JANUARY 29, 2024

Without it, it may lead to increased challenges and frustration in determining equitable prices and outcomes. You should have clear goals and objectives laid out before the call. Provide Value: Showcase the value of your product or service in addressing the prospect’s specific needs.

Negotiate 52

Negotiate Closing Objectives and Key Results Technique 52

The 5% Institute

JULY 21, 2020

So many Entrepreneurs meet with people who have no business buying their products or services or aren’t qualified decision makers to make a buying decision. By doing so; you ensure decision makers are present, a buying decision will be made at the end of the conversation, and you overcome sales objections before they even arrive.

Objectives and Key Results 94

Objectives and Key Results Sales Clients Objection handling 94

The 5% Institute

FEBRUARY 6, 2020

So many Sales Professionals meet with people who have no business buying their products or services or aren’t qualified decision makers to make a buying decision. By doing so; you ensure decision makers are present, a buying decision will be made at the end of the conversation, and you overcome sales objections before they even arrive.

Objectives and Key Results 98

Objectives and Key Results Clients Sales Objection handling 98

Gong.io

JULY 11, 2022

An inside AE ( Account Executive ) takes meetings booked by BDRs or directly by the buyer, presents product demonstrations, and closes contracts. An outside sales rep at an insurance agency might travel to meet clients in their homes to discuss their needs, present insurance packages, and sign deals. Demo/presentation.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

The 5% Institute

FEBRUARY 26, 2020

2 – You’re Not Being Present. The second issue with using word tracks in a rehearsed format, is that it robs you of the opportunity of being completely present with your potential client. When you’ve presented, it’s likely there will be some areas of concern and sales objections prior to them making a buying decision.

Objection handling 98

Objection handling Sales Clients Presentation 98

PandaDoc

NOVEMBER 12, 2020

Does your product directly present a solution to a problem they’re having? This means finding leads and prospects who genuinely need your product or service to solve their challenges and pain points. What is their expectation of pricing? You will more than likely need to face and overcome objections.

Presentation 98

Presentation Prospecting Closing Objection handling 98

Gong.io

SEPTEMBER 10, 2018

Sell Value (Instead of Features or Price). Follow the same process when you want to prevent your reps from selling on price (rather than value). Better Objection Handling. Disarming the objections that make your deals go dark is another high-priority sales skill to improve. Want to see this in action?

Objection handling 48

Objection handling Sales Up-sell Price 48

Sales Hacker

FEBRUARY 2, 2021

This process involves identifying potential clients who might be interested in your product or service. Sales prospecting is to find qualified leads that are close to being ready to buy the advertised business or service. An ICP is a summary of the perfect client for a company’s product/service. Presentation.

Sales 105

Sales Cross-sell Pipeline Negotiate 105

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. The Gatekeeper. A lot of our customers used to or still use Competitor X.

Prospecting 101

Prospecting Objection handling Appointment SQL 101

Veloxy

MAY 24, 2023

Equip them with effective objection-handling techniques, persuasive communication strategies, and in-depth product knowledge to increase conversion rates. Understand their unique needs and pain points, and present customized solutions that address their specific challenges. Learn more about sales enablement.

Objectives and Key Results 130

Objectives and Key Results Pipeline Pharmaceutical CRM 130

Highspot

JANUARY 3, 2024

It starts with understanding the customer’s needs and demonstrating how your product or service can meet those needs. This is followed by handling sales objections, offering solutions, and finally, guiding the customer towards making a buying decision. It could be an exclusive feature, service, or pricing.

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

The 5% Institute

FEBRUARY 16, 2022

By doing so; you ensure decision makers are present, a buying decision will be made at the end of the conversation, and you overcome sales objections before they even arrive. Topic #10 – Presenting. Topic #11 – Handling Objections. This puts them at ease, so you can have a deeper conversation. Topic #12 – Closing.

Real Estate 52

Real Estate Objectives and Key Results Sales Clients 52

The 5% Institute

NOVEMBER 18, 2021

So many Insurance Agents meet with people who have no business buying their products or services or aren’t qualified decision makers to make a buying decision, or buy the insurance that they sell. Topic #10 – Presenting The Right Way. Topic #11 – Handling Objections Without Breaking Rapport. Topic #12 – Closing Easily.

Objectives and Key Results 52

Objectives and Key Results Sales Clients Objection handling 52

The 5% Institute

FEBRUARY 16, 2020

2 – You’re Not Being Present. The second issue with using sales objections scripts in a rehearsed format, is that it robs you of the opportunity of being completely present with your potential client. The Framework For Handling Sales Objections. That’s OK – and completely normal. 1 – Listen Carefully.

Objection handling 75

Objection handling Sales Clients Presentation 75

The 5% Institute

JULY 12, 2021

Having been a part of literally thousands of sales meetings and presentations , Consultants generally approach their sales with this approach: They say hello, and build some basic rapport. Present their products or services. Objection handling, and then again – ask for the sale. Presenting. Building rapport.

Consult 52

Consult Closing Objectives and Key Results Sales 52

The 5% Institute

MAY 9, 2021

So many Accountants meet with people who have no business buying their products or services or aren’t qualified decision makers to make a buying decision. By doing so; you ensure decision makers are present, a buying decision will be made at the end of the conversation, and you overcome sales objections before they even arrive.

Objectives and Key Results 52

Objectives and Key Results Sales Clients Objection handling 52

The 5% Institute

NOVEMBER 20, 2019

Having been a part of literally thousands of sales meetings and presentations , salespeople generally approach their sales with this approach: They say hello, and build some basic rapport. Present their products or services. Objection handling, and then again – ask for the sale. Presenting. Building rapport.

Consult 98

Consult Objectives and Key Results Lead generation Sales 98

The 5% Institute

OCTOBER 5, 2020

Having been a part of literally thousands of sales meetings and presentations , salespeople generally approach their sales with this approach: They say hello, and build some basic rapport. Present their products or services. Objection handling, and then again – ask for the sale. Presenting. Building rapport.

Objectives and Key Results 52

Objectives and Key Results Lead generation Sales Objection handling 52

Gong.io

JUNE 19, 2018

Step 8 – Present: Flip Your Presentation On Its Head. Let’s get on with the demo (or sales presentation ), shall we? It sets you up perfectly to wrap up with pricing and next steps : On average, deal-closing demos discuss pricing between the 38 and 46 minute mark. Objection handling. No worries.

Process 103

Process Objectives and Key Results Cold Call Objection handling 103