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.

Gaming 134

Gaming Objection handling Pitch Sales 134

Highspot

JANUARY 9, 2024

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. Objection handling: Sales reps address any concerns or doubts the prospect might have, showcasing their expertise and the value of their solution.

Technique 52

Technique B2B Cross-sell B2C 52

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.

Sell 91

Sell Objection handling Assembly Line Territory 91

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.

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

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

Partners in Excellence

JULY 14, 2023

We can spend a lot of time focusing on specific selling skills, for example questioning, probing, objection handling, presenting skills, closing skills. Some of the more advanced thinkers will focus on value creation or Business Focused Selling (which is another of my hot buttons.

Pipeline 82

Pipeline Objectives and Key Results Objection handling Construction 82

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

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

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

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. Below is a detailed breakdown of the 10 step sales playbook: #1 – Prospecting. . Prospecting can generally be two-fold – inbound and outbound. Related article: The Two Types Of Sales Prospecting. #2

Technique 144

Technique Sales Clients Consult 144

Partners in Excellence

JUNE 14, 2023

In selling, what key elements of foundational knowledge and why are they important? Contrary to what one might think, it’s not basic selling skills. 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.

Objectives and Key Results 76

Objectives and Key Results Objection handling Trust Presentation 76

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.

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Partners in Excellence

MARCH 26, 2018

Yet the CEO and many participants in the discussion were convince, all they needed to do was improve their selling skills. Great selling skills are meaningless if you aren’t really clear about the problems you solve for these ideal customers and why solving these problems is important to them.

Sell 69

Sell Objection handling Customers Up-sell 69

The 5% Institute

JANUARY 1, 2020

One of the best ways to improve your sales conversions, is by implementing a sales strategy based on question based selling. Question based selling is highly effective, because instead of assuming what your potential client may be interested in; you can ask questions and get the exact answer instead. What Is Question Based Selling?

Sell 98

Sell Technique Objectives and Key Results Objection handling 98

Gong.io

DECEMBER 19, 2019

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. And if there’s one part of the discussion you’ll want to steer with a strong arm, it’s objection handling. (In a rush?

Cold Call 122

Cold Call Objection handling Technique Sales 122

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

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.

Gaming 98

Gaming Objection handling Pitch Sales 98

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”. 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. Topic #6 – Help People Sell Themselves. Topic #10 – Presenting.

Objectives and Key Results 139

Objectives and Key Results Sales Clients Objection handling 139

SalesLoft

MARCH 31, 2022

Both the pandemic and full adoption of digital selling have rapidly improved the way that we are looking at workplaces and teams, how we communicate with customers, and ultimately how we sell. Prospects will value that. The sales industry is advancing more quickly than ever before. . Focusing on the champion.

Objectives and Key Results 105

Objectives and Key Results Cross-sell Objection handling Sales 105

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. No pipeline, no glory.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

SaaStr

MARCH 25, 2023

Or when a VP of Sales used to selling to a sales or marketing persona sells a complex vertical product requiring a lot of domain knowlege. Or when a VP of Sales used to selling to business people has to sell an API to developers. Be present. If they are just saying the wrong things to customers and prospects.

Product 101

Product Objection handling Sales Up-sell 101

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”. 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 #6 – Help People Sell Themselves.

Objectives and Key Results 131

Objectives and Key Results Sales Clients Objection handling 131

Highspot

SEPTEMBER 11, 2023

Some important benefits of sales readiness include: Enhance communication and relationships with prospects: Build more robust and trusting connections with potential customers by understanding how to speak to their needs and communicate clearly. Improving Your Sales Readiness Strategy Feeling ready to sell isn’t enough.

Objection handling 59

Objection handling Sales Technique CRM 59

Partners in Excellence

JULY 14, 2022

I’m noticing something similar in selling. But selling is different from a dining experience–even the a la carte choices I normally make. But selling is different from a dining experience–even the a la carte choices I normally make. While in dining, I can skip courses, in selling, we can’t skip anything.

Commission 74

Commission Objection handling Pipeline Quota 74

Salesforce

NOVEMBER 20, 2023

Prospects qualified? The most successful sales calls include tailored presentations and focus on building trust with prospects by addressing their unique pain points. As celebrated entrepreneur Siva Devaki noted, “Sales is not about selling, but about building trust and educating.” Market research done?

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

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.

Objection handling 52

Objection handling Appointment Sales Clients 52

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?

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

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. What products and services are your competitors selling, and how does it differentiate from yours? Do you have an opportunity to create a USP, or Unique Selling proposition ? Prospecting ideas.

Meeting 98

Meeting Objection handling Finance Lead generation 98

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

Partners in Excellence

MARCH 10, 2021

The issue is, If our customers fail in their change management issues, then however well we try to sell, Stated differently, if we want to be more successful in selling, we have to help our customers succeed. Presentation techniques, objection handling, closing, prospecting technique are not helpful to our customers.

Objection handling 74

Objection handling Cross-sell Technique Sales 74

Gong.io

JULY 11, 2022

Inside sales (sometimes called remote sales or remote selling) is often the primary sales model for B2B, SaaS, tech, and certain high-ticket B2C sales teams. Inside sales reps sell from their office, in stark contrast to outside sales, where sales reps travel to visit clients and close deals on the road.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

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. 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.

B2B 98

B2B Process Objectives and Key Results Objection handling 98

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.

Objectives and Key Results 52

Objectives and Key Results Strategic partnership Objection handling Territory 52

SalesLoft

JANUARY 16, 2024

Close the loop on every conversation Remembering to follow up with a prospect sounds pretty straightforward, but when reps are juggling so many different calls, emails, and buyers, it’s pretty easy to forget. It’s time-consuming and takes away precious selling time. What do you say? What shouldn’t you say?

Process 52

Process GTM Objectives and Key Results Objection handling 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. Presentation. Approach.

Sales 105

Sales Cross-sell Pipeline Negotiate 105

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

Closing Bigger

JANUARY 7, 2020

No leapfrogging, once you have invested 10,000 hours in right brain selling there is no hack to catch up. Presentation Skills. Objection Handling Skills. Managing Complex Business Relationships (Selling to multiple stakeholders). Needs Analysis Selling / Discovery Selling. Presentation Skills.

Objection handling 52

Objection handling Negotiate Drivers/motivators Networking 52