Cerebral Selling

JANUARY 23, 2023

In sales, customer objections are a fact of life. But running into the same objections time and time again can make selling feel more like Groundhog Day, especially when you know they’re coming! Maybe you have one of the more expensive solutions on the market and have to routinely defend your pricing.

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Objection handling Cross-sell Price Up-sell 201

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 91

Product Objection handling Sales Up-sell 91

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

Partners in Excellence

MAY 30, 2023

The world has changed, but we are still doing the stuff we’ve always done–at least in selling. We may have buffed them up a little to make them look shinier, but underneath they are what we have always done. We engage in linear selling processes–Prospecting, Qualifying, Discovering, Proposing, Closing.

Objection handling 114

Objection handling Quota Entertainment Up-sell 114

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

The 5% Institute

APRIL 13, 2021

Although this is completely normal, it’s still very important to have regular sessions with your team, as it keeps communication healthy, and creates an opportunity to up skill their training and abilities. 1 – Objection Handling. The first on our list of practice sales activities, is objection handling.

Closing 145

Closing Objection handling Gaming 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? When it comes to [relevant issue], what keeps you up at night?

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Objectives and Key Results Sales Objection handling Follow-up 246

The 5% Institute

DECEMBER 15, 2020

Sales team building games can be a great way to break up your usual sales team meetings , because it allows your Sales Professionals to enhance their personal development in a lighter way. 1 – Objection Handling. The first on our list of sales team building games, is objection handling. 2 – Sell Me This Pen.

Gaming 134

Gaming Objection handling Pitch Sales 134

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. Selling Over the Phone? Selling Over The Phone Tip #1 – Know Your Audience. Selling Over The Phone Tip #2 – Qualify Early.

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Closing Sell Objection handling Presentation 144

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. How To Sell Over The Phone – 5 x Critical Tips. How To Sell Over The Phone Tip #1 – Know Your Audience.

Sell 144

Sell Objection handling Presentation Up-sell 144

The 5% Institute

NOVEMBER 2, 2021

In this article, you’ll learn some simple yet effective inside sales tips to sell more often, and more consistently. 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. Click the link below to learn how.

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Inside sales Closing Objection handling Presentation 145

The 5% Institute

JANUARY 19, 2022

In this article, you’ll learn some simple yet effective sales tips to sell more often, and more consistently. 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. How To Close Deals Faster- 5 x Effective Tips.

Closing 144

Closing Objection handling Presentation Follow-up 144

The 5% Institute

NOVEMBER 3, 2021

In this article, you’ll learn some simple yet effective sales tips to sell more often, and more consistently. 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. Click the link below to learn how.

Objection handling 144

Objection handling Sales Presentation Follow-up 144

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

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. Sales objections usually come from two places. Read on to learn more.

Objection handling 128

Objection handling Sales Trust Presentation 128

Highspot

JANUARY 9, 2024

Each stage requires specific selling skills to satisfy prospect needs. 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. What is B2B Sales Training?

Technique 52

Technique B2B Cross-sell Negotiate 52

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.

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Objection handling Sales Appointment Clients 98

The 5% Institute

AUGUST 9, 2021

Pick a niche that you want to serve and sell to. 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. Presenting. Handling objections.

Closing 145

Closing Objectives and Key Results Lead generation Sales 145

Highspot

JANUARY 4, 2024

It addresses all of sales, from product knowledge to customer relationship building. Needs Evaluation Evaluate the selling skills and competencies your sales team currently has versus what they need to excel. When done well, it will boost sales productivity and efficiency, and enhance customer interactions.

Objection handling 52

Objection handling Pitch Sales Technique 52

Salesforce

FEBRUARY 19, 2024

Benefits of a playbook Sales plays to include in your playbook How to write an effective playbook How to keep your playbook up to date 7 sales playbook types and examples Make your enablement about results, not effort Close your revenue gaps and get more out of every rep — with Sales Programs delivered in your CRM. What are sales plays?

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

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

FEBRUARY 20, 2020

Fun sales training games can be a great way to break up your usual sales team meetings , because it allows your Sales Professionals to enhance their personal development in a lighter way. 1 – Objection Handling. The first on our list of fun sales training games, is objection handling. 2 – Sell Me This Pen.

Gaming 98

Gaming Objection handling Pitch Sales 98

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.

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Pitch 52

Highspot

JULY 18, 2023

When you’re planning how you’ll build a successful sales strategy, it’s important to know where you’re starting from and where you want to end up. pricing sheets, sales templates, assessments, refined sales pitches) is crucial for them to start selling immediately.

Objection handling 52

Objection handling Objectives and Key Results Sales Cold Call 52

The 5% Institute

APRIL 12, 2021

In this article, we’ll explore how to handle the I need to talk to my wife objection, as well as how to proactively prevent it from coming up in the first place. The I Need To Talk To My Wife Objection – Why It Comes Up. Generally, the I need to talk to my wife objection comes up for two distinct reasons.

Objectives and Key Results 145

Objectives and Key Results Objection handling Price Up-sell 145

The 5% Institute

APRIL 14, 2021

A famous quote associated with selling is “If you try to serve everyone, you end up serving no one”. 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. Topic #6 – Help People Sell Themselves.

Objectives and Key Results 139

Objectives and Key Results Sales Clients Objection handling 139

The 5% Institute

MAY 25, 2021

Selling new homes; although lucrative, can also be very competitive. Pick a niche that you want to serve and sell to. 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. Presenting.

Consult 119

Consult Objectives and Key Results Lead generation Sales 119

The 5% Institute

MARCH 28, 2022

A sales playbook (also known as a sales process or selling process) is key to consistently succeeding in sales. 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.

Technique 144

Technique Sales Clients Consult 144

The 5% Institute

MAY 5, 2021

In this article, you’ll learn how to overcome the partner objection objection, as well as how to proactively prevent it from coming up in the first place. How To Overcome The Partner Objection – Why It Comes Up. You’ll need to learn how to overcome the partner objection because it come up for two distinct reasons.

Objectives and Key Results 136

Objectives and Key Results Objection handling Up-sell Price 136

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. When you’ve really got the stages in the right order in your sales cycle down, it frees you up to be connected with your prospect in the moment,” said Elyse Archer, CEO and founder of She Sells.

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

The 5% Institute

APRIL 12, 2021

In this article, we’ll explore how to handle the I need to talk to my spouse objection, as well as how to proactively prevent it from coming up in the first place. The I Need To Talk To My Spouse Objection – Why It Comes Up. Generally, the I need to talk to my spouse objection comes up for two distinct reasons.

Objectives and Key Results 132

Objectives and Key Results Objection handling Price Up-sell 132

Gong.io

NOVEMBER 12, 2021

The goal of prospecting is to sell the meeting. In this prospecting call, that’s your only objective: Land the meeting and move the buyer down the funnel. . Instead, focus on selling the meeting. #2 You’ve sent a (long) follow-up email. minute sales deck presentations, on average, during the introductory sales meeting.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

The 5% Institute

MARCH 3, 2020

If you’re selling B2B – also known as business to business; something that’ll be foundational to your success in your industry, is enacting a complex sales process. Something you can follow consistently, no matter what you’re selling. Things to cover in your pre-frame are: Ensure all decision makers are present.

Process 98

Process Objectives and Key Results Objection handling Sales 98

The 5% Institute

JANUARY 15, 2021

A famous quote associated with selling is “If you try to serve everyone, you end up serving no one”. 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. Topic #6 – Help People Sell Themselves.

Objectives and Key Results 131

Objectives and Key Results Sales Clients Objection handling 131

Gong.io

AUGUST 22, 2018

It influences everything from how the seller presents, to which objections the customer surfaces, to how much negotiating leverage you find yourself with at the end of the sales cycle. Spend 15-20 minutes on this, and get a “spokesperson” from every group to present the best questions they came up with.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

The 5% Institute

FEBRUARY 24, 2020

If you’re selling B2B – also known as business to business; something that’ll be foundational to your success in your industry, is the presence of your B2B sales process. Something you can follow consistently, no matter what you’re selling. Things to cover in your pre-frame are: Ensure all decision makers are present.

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B2B Process Objectives and Key Results Objection handling 98

Gong.io

DECEMBER 19, 2019

We analyze sales interactions from our product users (anonymized, of course). Presenting ROI to your customers awakens the wrong part of their brains. As you see above, presenting ROI at any point in your sales process correlates with a 27% drop in close rates. Respond to objections by asking questions.

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Cold Call Objection handling Technique Sales 122