The 5% Institute

JANUARY 11, 2021

Objection handling as a part of your sales conversations is a very important part of the sales process , and something you’re most likely to come across from time to time. So how should you go about overcoming objections in sales? Where Do Sales Objections Come From? Sales objections generally come from one of two places.

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Salesforce

APRIL 11, 2023

We learned very quickly that the biggest obstacle to closing new business isn’t the objections themselves, it’s how the team manages the objections. The key to effective objection handling is using a question-based framework that puts the prospect at ease. Why is objection handling important?

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Hubspot

MARCH 2, 2018

Because if the buyer didn’t have reservations about your solution’s price, value, relevance to their situation, or their purchasing ability, they would have already bought it. To be successful, reps must learn how to both discover and resolve these objections. What Is Objection Handling? It’s too expensive.”.

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Salesmate

MAY 22, 2020

You’ll hardly meet a sales rep who has never faced the “price objection”. Almost all sales professionals have faced this objection in their sales career. Do you remember the times when you thought of not purchasing a product due to its high price? Price objection is like a poison that can kill your sales.

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Veloxy

JANUARY 7, 2025

Prioritize training resources on what skill sets you need to develop, such as strong communication, negotiation and objection handling, as well as skills unique to any specific complexities of the sales environment. Provide transparent pricing options (thinkbundled services with even more value).

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The 5% Institute

JULY 21, 2023

When faced with objections, it’s crucial to respond effectively and persuasively to convince others of your viewpoint or proposition. In this article, we will explore powerful objection handling techniques that can help you navigate challenging situations, turning doubts into opportunities.

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Lead Fuze

DECEMBER 2, 2021

3 Objection Handling Script Examples & Techniques All Sales Professionals Must Conquer. 3 Common Objections (And Objection Handling Script). Below are three different ways to handle objections. Objection handling is value clarification. Objection handling is problem solving.

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The 5% Institute

JUNE 15, 2023

These objections can arise due to various reasons, such as price, product fit, trust issues, or comparisons with competitors. Common Objections and How to Handle Them 1. Price-related Objections Objections related to price are perhaps the most common ones.

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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? But, the way successful salespeople were handling sales objections were golden and we wanted to share them as well. Our team at Gong.io Then reply.

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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? But, the way successful salespeople were handling sales objections were golden and we wanted to share them as well. Our team at Gong.io Then reply.

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Highspot

APRIL 1, 2025

Decision-Making Under Pressure A significant deal is teetering on the edge because of pricing or service concerns, and you must act fast. AI’s role: Challenges you to weigh data, such as customer lifetime value (CLV) and pricing benchmarks, against instinct. How do you balance short-term revenue with long-term relationships?

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The 5% Institute

JULY 20, 2021

Objections handling, and asking for the sale. Related article: Easily Handle The ‘I Need To Speak To’ Objection. Handling Sales Call Objections Step #4 – Re-Frame. The next part of handling sales call objections is your re-frame. Handling Sales Call Objections Step #5 – Confirmation.

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Closing Bigger

JULY 21, 2014

If it’s not an ideal fit we often have to rely on hard closes, discounting and heavy objection handling. This type of conversation can often degrade to a price only conversation or miss opportunities you had not considered. In this situation our closing ratio is low and the potential for negative customer feedback is high.

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Cerebral Selling

APRIL 6, 2021

In January of 2020, a hospital buying masks and other PPE may value price and quality. Softening statements acknowledge the validity of the objection and act as a calming mechanism. Related article: 3 Objection-Handling Lessons from Pandemic Politics. The next minute she’s focused on solutions to simply help it survive.

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Highspot

MARCH 6, 2025

Raise the performance bar: Actionable feedback helps reps refine their sales techniques, objection handling , sales presentation skills, and pipeline management. Self-Evaluation Example An SDR completes a self-assessment before their quarterly review: This quarter, I booked 30% more meetings but struggled with objection handling.

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Highspot

APRIL 20, 2025

Sales enablement: A role-play scenario to refine the SPIN selling technique or tackle pricing objections. Are deals stalling due to weak objection handling (“too expensive”, “competitor offers better features”)? Focus on one high-value area (objection handling). Keep it short.

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PandaDoc

MARCH 25, 2025

You choose a price based on size, add any extras, and send your customers on their way. You need to evaluate pricing, implementation, features, integrations, and ongoing support. Because of the hefty price tag, complex sales lead to a longer sales cycle than transactional sales. Take buying a CRM, for example.

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Engage Selling

MAY 5, 2018

Recently I was at a large gathering of CEOs: all sharp thinkers who want to see their companies grow. While I’d been invited to address their forum to talk about the sales process, what many of them really wanted to … Read More »

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Gong.io

MAY 31, 2021

Pricing options. Objection handling. If paid, does the cost of the pilot roll into the annual contract price should the buyer sign an agreement? Pricing: Oh, so important. You literally cannot — CAN NOT — have a sales playbook without including pricing, specifically pricing sheets and pricing talk tracks.

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The 5% Institute

APRIL 12, 2021

If someone feels that they won’t get their desired outcome versus the investment they’ll have to make, they may use the I need to talk to my wife objection as an excuse not to move forward with buying. This is completely normal – and usually is the more valid reason this sales objection comes up. Final Thoughts.

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Gong.io

FEBRUARY 1, 2019

Take pricing, for example. When’s the best time to discuss pricing? By then, the buyer is “sold,” which makes them more likely to justify your pricing. If you let them steer the conversation toward pricing early on, your chances of success drop. Hearing buyers’ objections can throw some people off their game.

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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. Have an idea of the price average for what you are selling, and know what the market demands and tendencies are. Don’t Be Afraid to Set the Price Anchor.

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Gong.io

NOVEMBER 12, 2021

10 Sales Skills for Objection Handling: Pause. Objections are inevitable. Rarely does a deal cross the finish line sans objections. Objections are a natural, very normal part of sales. . When faced with an objection, less successful reps start talking at 188 WPM. Approved price” is the winning phrase.

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The 5% Institute

MAY 5, 2021

If someone feels that they won’t get their desired outcome versus the investment they’ll have to make, they may use the I need to talk to my partner objection as an excuse not to move forward with buying. This is completely normal – and usually is the more valid reason this sales objection comes up. Final Thoughts.

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The 5% Institute

FEBRUARY 5, 2021

We recommend using the BANT method to identify whether or not they qualify, which’ll prevent sales objections and sales conditions coming up later on. If there is a lack of time frame or need, then you’re not going to have much desire; which will make objection handling in sales conversations difficult.

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The 5% Institute

APRIL 12, 2021

If someone feels that they won’t get their desired outcome versus the investment they’ll have to make, they may use the I need to talk to my spouse objection as an excuse not to move forward with buying. This is completely normal – and usually is the more valid reason this sales objection comes up. Final Thoughts.

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Objectives and Key Results Objection handling Up-sell Price 132

Sales Hacker

APRIL 5, 2018

Well, there are common objections, or “Buyer Scripts” like Jeb Blount alludes to in his book “Sales EQ” And then there’s just about everything else a prospect says while they’re on the phone. I’m in the camp that believes that just about everything that comes out of a prospects mouth is an objection.

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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.

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Sales Pop!

SEPTEMBER 5, 2024

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. The tool then recommends a series of training modules focused on objection handling.

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The 5% Institute

JULY 5, 2022

The Framework For Handling Sales Objections, Instead Of Using Talk Tracks. We don’t recommend using talk tracks, and instead recommend you use a five-step sales objection handling framework. Trust is the most important thing in sales, so we don’t want to break rapport by attacking their viewpoint or sales objection. #4

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Hubspot

DECEMBER 13, 2023

Objection Handling Call During an objection handling call, you address and overcome any objections or concerns that the prospect raises. Negotiation Call This call happens during the negotiation stage of the sales process when terms, pricing, and contract details are discussed.

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Salesmate

MAY 22, 2020

You’ll hardly meet a sales rep who has never faced the “price objection.”. Almost all sales professionals have faced this objection in their sales career. Do you remember the times when you thought of not purchasing a product due to its high price? Price objection is like a poison that can kill your sales.

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The 5% Institute

AUGUST 12, 2021

Objections handling, and asking for the sale. The next part to countering objections, is your re-frame. However before leaving the conversation, clarify that if you are able to handle the sales objection, that they would be ready to invest/ buy. Many Sales Professionals use the wrong approach when selling.

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The 5% Institute

AUGUST 16, 2021

Objections handling, and asking for the sale. The next part to our objection handler framework, is your re-frame. However before leaving the conversation, clarify that if you are able to handle the sales objection, that they would be ready to invest/ buy. They build some rapport.

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The 5% Institute

NOVEMBER 1, 2021

Objections handling, and asking for the sale. The next part of learning how to overcome objections in sales conversations, is your re-frame. However before leaving the conversation, clarify that if you are able to handle the sales objection, that they would be ready to invest/ buy. They build some rapport.

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Sales Hacker

NOVEMBER 1, 2019

Salespeople make a bigger deal about price than buyers do: Salespeople (8.3), Buyer (6.9). Well, there are some negotiation and objection handling techniques that can help, but the best way I’ve ever come across is quite simple. RELATED: Objection Handling Techniques For Negotiating In Sales: How To Earn Your Worth.

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Gong.io

JUNE 19, 2018

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. Once you’ve covered pricing, your final discussion on this call should be about next steps. You’ve just done an amazing demo, so why is your buyer voicing objections?

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