Gong.io

APRIL 27, 2018

Objection handling techniques, tips, and tricks for sales are all over the Internet. So what makes this the BEST post about objection handling you’ll ever read? We only included demos and sales presentations from screen-sharing platforms like Webex, GoToMeeting, and Zoom. Objection Handling Technique #3: Talk less.

Objection handling 48

Objection handling Technique Price Sales 48

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 Appointment Sales Clients 140

SaaStr

MARCH 25, 2023

So one recent survey we did really brought out a healthy debate: does your VP of Sales really need to be a product expert? Many of the comments said it was more important a VP of Sales understand process and leadership more than the product itself. I say, you just gotta know the product. A true product savant?

Product 93

Product Objection handling Sales Up-sell 93

Cerebral Selling

JANUARY 23, 2023

The good news is, there’s a powerful objection-handling tactic that can not only help you overcome these barriers to winning more business but help you side-step them altogether. Note : since many of these objections may involve preemptively addressing competitive threats, check out my post on how to talk about your competition.

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Objection handling Cross-sell Price Up-sell 201

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?

Product 132

Product Objectives and Key Results Objection handling Pitch 132

Highspot

NOVEMBER 9, 2023

Efficiency and Productivity A digital sales room centralizes all essential sales resources, tools, and information in one platform. Improved Sales Engagement The interactive and personalized nature of digital sales rooms makes sales presentations more engaging and relevant to potential customers.

Objectives and Key Results 59

Objectives and Key Results Objection handling Teamwork Sales 59

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

MAY 18, 2021

Objection handling. If they have a number of key tasks or projects they need to complete by year end, and your product or service doesn’t contribute to these in any way – you may struggle with a purchasing decision later. How can you perhaps help them get there with your product or service? Qualification. Time frame.

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Objection handling Objectives and Key Results Customers Sales 140

Cerebral Selling

APRIL 6, 2021

When times are tough, being able to craft a high-value business case matters, but the way you present your numbers matters even more! Because even though the two statistics are mathematically equivalent, the way the data for Vaccine B is presented produces a vastly different emotional response because of the more vivid imagery it conveys.

Sell 136

Sell Objection handling Hospitality Pitch 136

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 Pitch Sales 134

Partners in Excellence

MAY 30, 2023

We still train our people the way we always have, providing them endless product training and sales skills training (prospecting, qualifying, need identification, proposing, objection handling, closing). Yet year after year quota attainment plummets, our activities present fewer results, win rates plummet.

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Objection handling Quota Entertainment Up-sell 104

The 5% Institute

NOVEMBER 2, 2021

Although your product or service may be beneficial to a number of people, if you try to spend your time and energy trying to reach everyone, you’ll end up having no impact. The first step prior to any sales conversation, is working out who would benefit the most from your product or service, and who can afford it.

Inside sales 145

Inside sales Closing Objection handling Presentation 145

The 5% Institute

JANUARY 19, 2022

Although your product or service may be beneficial to a number of people, if you try to spend your time and energy trying to reach everyone, you’ll end up having no impact. The first step prior to any sales conversation, is working out who would benefit the most from your product or service, and who can afford it.

Closing 144

Closing Objection handling Presentation Follow-up 144

The 5% Institute

AUGUST 6, 2021

An important skill to learn that’ll help you dramatically if you’re selling products and services, is selling over the phone – which s why we’ve created these five tips to make it easier. The first step prior to making any phone calls, is working out who would benefit the most from your product or service, and who can afford it.

Closing 144

Closing Sell Objection handling Presentation 144

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.

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Objection handling Sales Trust Presentation 128

The 5% Institute

OCTOBER 20, 2021

An important skill to learn that’ll help you dramatically if you’re selling products and services, is knowing exactly how to sell over the phone – which is why we’ve created these five tips to make it easier. By qualifying early, you can save this time – and better spend it speaking with people who can afford your product or service.

Sell 144

Sell Objection handling Presentation Up-sell 144

The 5% Institute

NOVEMBER 3, 2021

Although your product or service may be beneficial to a number of people, if you try to spend your time and energy trying to reach everyone, you’ll end up having no impact. The first step prior to any sales conversation, is working out who would benefit the most from your product or service, and who can afford it.

Objection handling 144

Objection handling Sales Presentation Follow-up 144

The 5% Institute

OCTOBER 29, 2019

Sales Training Activity #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 98

Objection handling Sales Appointment Clients 98

The 5% Institute

MAY 4, 2021

An important skill to learn that’ll help you dramatically if you’re selling products and services, is how to close sales over the phone. Although your product or service may be beneficial to a number of people, if you try to spend your time and energy trying to reach everyone, you’ll end up having no impact.

Closing 145

Closing Objection handling Presentation Sales 145

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?

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

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.

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Objection handling Sales Clients Presentation 141

Highspot

JANUARY 9, 2024

Here’s what the B2B sales cycle looks like: Prospecting: This business development is where the sales process begins, as sales reps search for potential clients who might need their products or services. B2B sales training equips sellers with skills, techniques, and tactics for selling products or services to other businesses.

Technique 52

Technique B2B Cross-sell B2C 52

Partners in Excellence

JANUARY 25, 2024

We train our people in our products and their superiority. We train our people in competitive differentiation and objection handling. Our content focuses on product capability and differentiation. We have endless comparative checklists showing our product superiority. ” We revel in this strategy.

Customers 107

Customers Objectives and Key Results Growth Objection handling 107

Highspot

JULY 6, 2023

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. Customers now approach salespeople with substantial product knowledge, altering the sales cycle’s dynamics.

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Pitch 52

Highspot

JULY 18, 2023

It boosts productivity: With access to training, better data, and tools, sales reps can find what they need quicker and, as a result, are more “sales ready,” leading to more fruitful conversations, a smoother buyer’s journey, and a better win rate. Having a program that provides your reps with all the material they need (e.g.

Objection handling 52

Objection handling Objectives and Key Results Cold Call Sales 52

Highspot

SEPTEMBER 11, 2023

Keeping up with new products, trends, and customer expectations can feel like navigating a maze without a map. Prepared sellers understand products and confidently convey their value to customers. Sales enablement equips reps with the right tools, content, and training to understand the product, market, and customer pain points.

Objection handling 59

Objection handling Sales Technique CRM 59

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

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 Pitch Clients 98

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. Product and Industry Knowledge Your sales reps should have a thorough understanding of your product or service and the industry you operate in.

B2B 52

B2B Objection handling Negotiate Technique 52

Highspot

JANUARY 4, 2024

It addresses all of sales, from product knowledge to customer relationship building. When done well, it will boost sales productivity and efficiency, and enhance customer interactions. When a rep knows their product, they can easily earn customers’ trust and respect.

Objection handling 52

Objection handling Pitch Sales Technique 52

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. Presenting. As per our article in Entrepreneur ; many Sales Professionals suffer from something I call premature presentation. Handling Objections.

Closing 141

Closing Objection handling Sales Presentation 141

The 5% Institute

DECEMBER 12, 2019

Objection handling. If they have a number of key tasks or projects they need to complete by year end, and your product or service doesn’t contribute to these in any way – you may struggle with a purchasing decision later. How can you perhaps help them get there with your product or service? Qualification. Time frame.

Clients 98

Clients Objection handling Objectives and Key Results Drivers/motivators 98

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

The 5% Institute

MARCH 3, 2020

Although a very important ingredient in the complex sales process, we find that a lot of Sales Professionals will meet with ‘potential clients’; only to find out after they’ve presented their product or service, that the person needs to speak to the decision maker, or to someone else who controls the funds. Presenting.

Process 98

Process Objectives and Key Results Objection handling Sales 98

The 5% Institute

FEBRUARY 24, 2020

Although a very important ingredient in the B2B sales process, we find that a lot of Sales Professionals will meet with ‘potential clients’; only to find out after they’ve presented their product or service, that the person needs to speak to the decision maker, or to someone else who controls the funds. Presenting.

B2B 98

B2B Process Objectives and Key Results Objection handling 98

The 5% Institute

MARCH 28, 2022

A lot of Sales Professionals and Business Owners make the error of speaking with people they think are potential clients – but end up not being qualified to either afford their product or service or aren’t the decision maker. During the pre-frame, you want to cover three important things: Ensure all decision makers are present.

Technique 144

Technique Sales Clients Consult 144

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. Sales presentations. Sales presentations.

Territory 118

Territory Objectives and Key Results Contract Price 118