Partners in Excellence

MARCH 20, 2025

What subjects, prospecting, qualifying, deal strategies, account management, call planning/execution, objection handling, closing? Choose from our course catalog! F2F, virtual, elearning, we have it all. Choose all those you want!

GTM 122

GTM Real Estate Objectives and Key Results Objection handling 122

Highspot

JUNE 24, 2025

Practicing this role-play scenario helps sales reps move past superficial answers and dig into what really matters to prospects in their sales conversations. Our role plays simulate real-world scenarios, so sales reps get better at handling objections.” Was the value tied to solving a real problem?

Objectives and Key Results 52

Objectives and Key Results Objection handling Negotiate Sales 52

Lead Fuze

DECEMBER 2, 2021

3 Objection Handling Script Examples & Techniques All Sales Professionals Must Conquer. The prospect is telling you what they don’t want, which helps guide your conversation to make sure the deal goes through. What if you didn’t fight objections, but instead took the time to dance with them? Value Scale.

Objection handling 52

Objection handling Commission Prospecting Price 52

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. Prospecting is hard. The Top 7 Prospecting Objections.

Prospecting 101

Prospecting Objection handling Appointment SQL 101

The 5% Institute

JUNE 15, 2023

However, objections shouldn’t be seen as roadblocks but rather as opportunities to engage with your prospects and address their concerns effectively. In this article, we will explore the art of overcoming objections and provide you with valuable strategies to navigate through them successfully.

Objection handling 52

Objection handling E-commerce Real Estate Finance 52

Hubspot

APRIL 2, 2018

I’m looking forward to working with you [prospect].". Great to meet you [prospect]! We’d already agreed on X price. If we can come down to X price, would you sign today?”. You’re working with a prospect. If your prospect approaches any of these topics via email, drop what you’re doing and pick up the phone.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

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.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Highspot

APRIL 20, 2025

Short, targeted sessions are ideal for teams juggling meetings, calls, and prospect follow-ups. Your GTM team must understand product details and perfect messaging to overcome competitive objections, influence prospective buyer decisions, and drive real results. You’re not alone. That approach just doesnt cut it anymore.

Go To Market 52

Go To Market GTM Objectives and Key Results Objection handling 52

Highspot

JUNE 17, 2025

For example, AI might quickly find a healthcare-focused case study for a hospital prospect and an ROI analysis for their CFO. Conversation intelligence Conversation intelligence examines calls and meetings to assess tone, talk-to-listen ratios, and detect possible objections early.

Sell 52

Sell Objectives and Key Results GTM Hospitality 52

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

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. Don’t be afraid to set the price anchor.

Negotiate 111

Negotiate Closing Objectives and Key Results Objection handling 111

Hubspot

JUNE 16, 2025

Leveraged Salesforce opportunity scoring to prioritize high-value prospects, increasing my team’s conversion rate by 32% and generating an additional $420K in pipeline.' Address objections confidently — acknowledge concerns, reframe them, and provide proof points to ease doubts. Show your process for handling tough objections.

Objectives and Key Results 49

Objectives and Key Results Pitch Sales Follow-up 49

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. Pricing options. Objection handling. Pricing: Oh, so important. Pricing sheet. Keep pricing completely private.

Territory 118

Territory Objectives and Key Results Contract Price 118

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 Technique Sales Cross-sell 52

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

Gong.io

SEPTEMBER 22, 2021

How many attempts does it take each rep to engage with prospects? They should batch things like prospect research, sales analytics report prep, and CRM maintenance into time blocks. That sets the prospect off kilter just long enough to open a conversation. Do prospects respond to your reps’ cold emails? Connect rate.

Cold Call 132

Cold Call Objectives and Key Results Sales Price 132

The 5% Institute

AUGUST 9, 2021

Objection handling, and then again – ask for the sale. Being positioned as a commodity, will mean that you won’t stick out with your potential clients; and you may even encourage them to price shop on your offer. Closing Sales Training #1 – Prospecting. There are two kinds of sales prospecting methods.

Closing 145

Closing Objectives and Key Results Lead generation Sales 145

Hubspot

DECEMBER 13, 2023

Sales professionals not only convert prospects into buyers, they hold the power to negotiate, upsell, and even problem-solve after the initial purchase is made. For example, if you work for a software company, you might call a prospect to introduce your advanced project management software and its benefits.

Objection handling 87

Objection handling Negotiate Cross-sell Contract 87

Sales Hacker

APRIL 5, 2018

When you’re teaching your “ Discovery Call 101 ” class, align your questions with possible answers from a prospect and the eventual reveal of the value proposition aligned with that question. I’m in the camp that believes that just about everything that comes out of a prospects mouth is an objection.

Cold Call 89

Cold Call Objection handling Technique Sales 89

Sales Hacker

NOVEMBER 1, 2019

Use this template for a response to a prospect request: I am happy to do that. 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. Just do it.

Negotiate 100

Negotiate Objection handling Pipeline Cold Call 100

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 »

Price 75

Price Objection handling Process Sales 75

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 Technique Objection handling Follow-up 130

Gong.io

JULY 6, 2018

If you think a morning-fresh, bright-eyed prospect is your best bet, guess again. Afternoon calls have fewer no-shows and prospects stay on the call longer: Mornings? Your prospect is 30% more likely to show up for a call at 4 PM than one at 8 AM. Look at how long prospects talks on successful (3.5 Know when they are?

Cold Call 103

Cold Call Objection handling Pitch Sales 103

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? It’s all about how you persuade your potential prospects.

Price 52

Price Profit margin Objection handling Sales 52

Hubspot

MAY 10, 2022

Text messaging for sales is an excellent way for you to stay top-of-mind as your prospects consider their product options. Sending sales text messages to your prospects to nurture them all the way until conversion. Sending sales text messages to your prospects to nurture them all the way until conversion. Text STOP to opt out”).

Prospecting 69

Prospecting Conversion Legal Sales 69

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. Objection handling is common and will most probably happen in all your sales conversations. Sales Training For Executives Topic #3 – Rapport. Topic #12 – Closing.

Objectives and Key Results 139

Objectives and Key Results Sales Clients Objection handling 139

The 5% Institute

MAY 25, 2021

Objection handling, and then again – ask for the sale. Being positioned as a commodity, will mean that you won’t stick out with your potential clients; and you may even encourage them to price shop on your offer. New Home Sales Consultant Training #1 – Prospecting. There are two kinds of sales prospecting methods.

Consult 119

Consult Objectives and Key Results Sales Lead generation 119

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. Objection handling is common and will most probably happen in all your sales conversations. Sales Training For Small Business Owners Topic #3 – Rapport.

Objectives and Key Results 131

Objectives and Key Results Sales Clients Objection handling 131

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

ConversionXL

MARCH 10, 2013

It’s the primary reason a prospect should buy from you. Objection handling. If your copy is about you (your product, your company) and not the prospect (his problems, his life), you will fail. When, Where and If at All Should I Show the Price? Price: $990. So communicate value before price.

Objectives and Key Results 119

Objectives and Key Results Price Up-sell E-commerce 119

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

Sales Hacker

NOVEMBER 25, 2019

Battlecards should include digestible soundbites that your reps can leverage on a call with prospects, along with insights into what has worked in the past and what hasn’t. Saying the wrong thing about a competitor can land a sales rep in hot water and break trust with the prospect. Best Practice for Battlecards.

Objection handling 86

Objection handling GTM Cross-sell Sales 86

Outreach

APRIL 9, 2019

A single sale of this type typically involves high price points and multiple decision makers, making the process lengthier and more complex compared to engaging individual consumers (B2C). The B2B Sales Process: A Brief Introduction. If your business sells products or services to other businesses, you have a B2B sales process.

B2B 65

B2B Process Objection handling Negotiate 65

criteria for success

MARCH 11, 2020

Handling objections at the close is a common hurdle salespeople must overcome when finalizing a deal. These delays are usually related to the prospect still needing to get buy-in either from stakeholders and/or decision makers. Objections are Opportunities. Handling Objections. The Art of Powerful Responses.

Closing 69

Closing Objectives and Key Results Objection handling Cross-sell 69

Sales Hacker

NOVEMBER 26, 2019

Sometimes called the “Copier Warrior,” Dale built a name for himself by prospecting with ultra-creative 1-1 videos, crumpled up pieces of paper, and a sword. Of course you do, but it’s not easy — prospects go silent, they don’t like your prices, you’re spread too thin, or you don’t have enough support.

Gaming 127

Gaming Objectives and Key Results Sales Up-sell 127

Hubspot

OCTOBER 9, 2019

When choosing a sales training program, consider things like length of program, focus, location, and price. When you're on an exploratory call , you want to be prepared for every question, objection, or circumstance a prospect throws your way. Getting comfortable breaking up with prospects. Overcoming common objections.

Technique 101

Technique Angle Profit margin Sales 101

Engage Selling

NOVEMBER 5, 2016

“What do I do when my customer says our price is too high and that they can get what I’m selling for less elsewhere?” ” I’ve been running sales workshops for over fifteen years and without fail, this question comes up … Read More »

Price 48

Price Up-sell Sell Objection handling 48