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

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. Finding pain.

Closing 145

Closing Objectives and Key Results Lead generation Sales 145

Partners in Excellence

MAY 30, 2023

We engage in linear selling processes–Prospecting, Qualifying, Discovering, Proposing, Closing. 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).

Objection handling 133

Objection handling Quota Entertainment Up-sell 133

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?

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

Partners in Excellence

JUNE 13, 2019

—–Prospecting, Discovery, Closing?” Others look at skills like questions, objection handling, and so forth. ” These questions always present us a false choice. If we focus on prospecting, but fail to convert the majority of those great prospects into wins, our prospecting prowess is wasted.

Process 107

Process Objection handling Sales Pipeline 107

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

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.]?” People come to me for answers about how to handle specific situations.

Objection handling 125

Objection handling Pitch Pipeline Closing 125

Highspot

MAY 18, 2025

Key takeaways ABM and sales enablement help teams focus on the right accounts and equip reps with the tools to convert prospects into customers. When digital marketing emerged in the early 2000s, automation made it easy to reach massive numbers of leads, but often overwhelmed sales and marketing teams with unqualified prospects.

Healthcare 52

Healthcare Objectives and Key Results Finance Objection handling 52

The 5% Institute

MARCH 28, 2022

Below is a detailed breakdown of the 10 step sales playbook: #1 – Prospecting. . The first part of the 10 step sales playbook, is finding out who your ideal prospects are, and then targeting them using prospecting strategies. Prospecting can generally be two-fold – inbound and outbound. 2 – Building Rapport.

Technique 144

Technique Sales Clients Consult 144

Partners in Excellence

DECEMBER 12, 2024

” Cheat codes are presented by “experts,” claiming they have discovered the secrets to success, and they present those secrets as “cheat codes.” It can be on anything, prospecting, qualifying, researching/prepping for a call, doing demos. ” They cover everything you possibly could want.

Objection handling 117

Objection handling GTM High impact Technique 117

The 5% Institute

APRIL 14, 2021

When Executives or your sales team know how to qualify correctly, they can put together a sales targeting strategy that helps them with their prospecting efforts. 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

Partners in Excellence

APRIL 22, 2019

But those presenting them seem to have discovered the secret to sustained sales success. ” “Using this tool/technique will increase your results by [insert whatever preposterous multiplier you want]… ” … and the claims go on and on.

Technique 119

Technique Objection handling Sales Quota 119

Highspot

NOVEMBER 24, 2024

This translates into better interactions with prospects and customers, as sellers can engage in meaningful conversations, handle objections effectively, and close deals with assurance. For instance, you might discover that some reps struggle with objection handling by monitoring calls.

Pitch 52

Pitch Sales Technique Cross-sell 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. Handling objections.

Consult 119

Consult Objectives and Key Results Sales Lead generation 119

Salesmate

MAY 22, 2020

It’s all about how you persuade your potential prospects. Price objection is like a poison that can kill your sales. Examples to handle the price objection in sales? Instead of giving up, ask some questions to your prospects and move them to a different track for thinking beyond the price. You just need to find it.

Price 124

Price Profit margin Objection handling Sales 124

The 5% Institute

JANUARY 15, 2021

When Small Business Owners or your sales team know how to qualify correctly, they can put together a sales targeting strategy that helps them with their prospecting efforts. Topic #10 – Presenting. Topic #11 – Handling Objections. Objection handling is common and will most probably happen in all your sales conversations.

Objectives and Key Results 131

Objectives and Key Results Sales Clients Objection handling 131

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

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.

Negotiate 111

Negotiate Closing Objectives and Key Results Objection handling 111

The 5% Institute

JULY 4, 2019

Product knowledge is important, because you’re eventually going to have to present your product or service to your potential client. Prospecting ideas. What is currently working with your prospecting efforts? Objection handling are a great sales meeting idea. 8 Sales Meeting Ideas Worth Doing With Your Staff.

Meeting 98

Meeting Objection handling Lead generation Finance 98

Gong.io

NOVEMBER 12, 2021

1 Sales Skills for Prospecting: The ideal talk-to-listen ratio. But the top sales reps are great at prospecting. Sound advice… but NOT for prospecting calls. The talk-to-listen ratio for successful prospecting calls is higher than unsuccessful ones. The goal of prospecting is to sell the meeting. It’s tough.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Partners in Excellence

SEPTEMBER 21, 2015

You must master the traditional selling basics, all the stuff like building relationships/trust, prospecting, pipeline management, deal/opportunity strategy, sales call planning/execution, questioning, qualifying, probing, presenting, objection handling, closing, oral/written presentation skills, and the myriad of foundation skills.

Sell 117

Sell Objection handling Presentation Pipeline 117

Partners in Excellence

JUNE 14, 2023

It’s not the stuff we go through when we start a sales career, building prospecting, qualifying, questioning, presentation, objection handling, closing and other skills. We become more effective in our prospecting, qualifying and discovery.

Objectives and Key Results 115

Objectives and Key Results Objection handling Trust Presentation 115

Partners in Excellence

NOVEMBER 27, 2018

At the risk of repeating myself, these programs have been upgraded in how they are being presented. Internal teams don’t think in terms of “objection handling,” but they have skills at resolving differences of opinions, contention/conflict within their own organizations.

Sell 116

Sell Objection handling Assembly Line Territory 116

PandaDoc

MARCH 25, 2025

Identifying product/customer fit: Once youve learned more about your prospects goals, challenges, budget, and timeline, you can use this information to decide if theyre a good fit for your business. Customize the solution: You know your prospects needs, so now its time to put together a package that will work for their needs and budget.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Partners in Excellence

MAY 17, 2021

Likewise, when the financial person tries to communicate to the programmers, they use terms liked EBITDA, EPS, amortization, depreciation, ROCA, NI, free cashflow, present values, GAAP, and dozens of others; the programmers heads would start spinning (In programming terms, this is called looping).

Objectives and Key Results 145

Objectives and Key Results Technique Manufacturing Objection handling 145

Sales Pop!

SEPTEMBER 5, 2024

These methodologies often include steps like prospecting, needs analysis, presentation, handling objections, and closing the deal. Example 4: Personalized Training Modules Based on the data collected from sales interactions, an AI tool identifies that a particular rep struggles with handling objections.

Objectives and Key Results 130

Objectives and Key Results Objection handling Technique Follow-up 130

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. Objection handling. Sales presentations. Sales presentations. Best-in-class sales playbooks include: . Sales resources.

Territory 118

Territory Objectives and Key Results Contract Price 118

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. If you don’t do the talking, the prospect will, and your call will be less successful. Prospects talk uninterrupted for 3.5

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

Partners in Excellence

SEPTEMBER 12, 2016

As they brought up questions and concerns, he didn’t know he was handling objections, as they started asking how they could do similar things, he didn’t realize he was presenting a solution and closing. We can’t possibly cover every possibility we might encounter with our prospects and customers.

Manufacturing 111

Manufacturing Objection handling Drivers/motivators Up-sell 111

Partners in Excellence

MARCH 26, 2018

Developing prospecting, qualifying, discovery, objection handling, presenting, or any number of other classic selling skills is meaningless unless we know the specific context in which we need to execute these. How do they buy these solutions, how do we engage customers in buying?

Sell 89

Sell Objection handling Customers Up-sell 89

The 5% Institute

MARCH 3, 2020

Also known as enterprise selling or an enterprise sales process; a complex sales process is a step by step system ; or road map you can use, to create consistency with the what in which you prospect, engage potential clients, and close sales. Things to cover in your pre-frame are: Ensure all decision makers are present. Presenting.

Process 98

Process Objectives and Key Results Objection handling Sales 98

The 5% Institute

FEBRUARY 24, 2020

A B2B sales process is a step by step system ; or road map you can use, to create consistency with the what in which you prospect, engage potential clients, and close sales. Things to cover in your pre-frame are: Ensure all decision makers are present. Presenting. The B2B Sales Process – Explained Step By Step.

B2B 98

B2B Process Objectives and Key Results Objection handling 98

SalesLoft

MARCH 31, 2022

If I’m fortunate enough to get some time with a prospect during a sales cycle, I need to be sure I can add real value and that they will remember this interaction. Prospects will value that. We have invested in storytelling workshops for our team in hopes they can share stories the champion will remember when presenting.

Objectives and Key Results 105

Objectives and Key Results Cross-sell Objection handling Sales 105

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. Presentation.

Sales 112

Sales Cross-sell Pipeline Negotiate 112

Salesforce

FEBRUARY 3, 2025

Using the right sales terms can make your prospect feel secure instead of defensive, as if they’re investing in an answer rather than being pressured into a decision. Account A business, customer, lead, or prospect a company engages with to sell products or services to. A uthority: Who at the company makes buying decisions?

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Partners in Excellence

JULY 14, 2022

Prospecting seems to be the driving issue right now. I’ve seen numerous discussions around, “our people aren’t doing the prospecting needed to fill their pipelines, but if we compensate them on their prospecting efforts, we can incent them to do the work… ” Huughh????

Commission 102

Commission Objection handling Pipeline Quota 102

Gong.io

JUNE 10, 2019

Prospecting. 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. Presentations that sell.

Objection handling 91

Objection handling Sales Negotiate Pitch 91