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What’s my million-dollar objectionhandling strategy? It’s simply this: use examples of your current customers to handle all objections. The post My Million $ ObjectionHandling Strategy first appeared on Colleen Francis - The Sales Leader.
Objectionhandling is one of the trickier, more grating aspects of sales life. Pushback is natural and often productive in a sales engagement, but in many cases, a piece of you is going to think, Oh, come on, when a prospect brings up concerns. Believing the first objection is real. The classic mistake? It rarely is.
This is the foundation of your sales management, outlining the progression from prospect to customer. It traditionally has steps that include prospecting, engagement, qualification , presentation, objections and closing. This way, you willbe able to rock your conversion rates by softly moving your prospects through all stages.
Youre hoping your sequence will nurture your prospect into buying without you having to actually sell. ObjectionHandling If objections scare you, its because you dont practice. Objections arent stop signstheyre buying signals. Your job isnt to make the prospect feel warm and fuzzyits to guide them to a decision.
Speaker: Matt Sunshine, CEO at The Center for Sales Strategy
From coaching and messaging to prospecting and pipeline accountability, artificial intelligence is giving managers and SDRs the new tools they need to work smarter, sell better, and close more. AI isn’t replacing salespeople—it’s empowering them.
We obsess over skills like closing techniques, objectionhandling, and prospecting cadence. Its what causes reps to: Over-talk and under-listen Project their objections onto the buyer Miss subtle cues because theyre too focused on a static script Push when they should pause This isnt just a skill gapits a blind spot.
It handles the repetitive work faster and more accurately than you ever could. Feed it your ideal customer profile, and you can have a filtered list of prospects before you even finish your coffee. AI can analyze thousands of LinkedIn profiles in minutes to identify prospects who match your best customers' characteristics.
They buy an AI sales tool, spend 30 minutes uploading their “best” email templates (which, let’s be honest are probably too generic), point it at their prospect list, and expect magic. You’re letting an AI represent your brand to prospects and you check the outputs “sometimes”? response rates.
Marketing takes credit because the prospect downloaded three whitepapers. Meanwhile, you're wondering why this kind of success feels so random—and why similar prospects are slipping away. This shared blueprint reveals exactly when prospects are ready for direct outreach versus when they need more nurturing.
If you're doing any kind of cold calling or prospecting, you'll eventually hear this objection: "I'm in a meeting right now." Three Ways to Handle the "I'm in a Meeting" ProspectingObjection As I explained to Paul, how you respond in that moment can make or break your opportunity to move forward.
In sales, the play is the salespersons conversation with a prospect, and the debrief is the managers chance to review it. A sales manager needs that same big-picture view: What was the prospects situation? Were objections raised? If a salesperson says the prospect wasnt interested, thats like an umpire saying, Hes out.
AI acts as a customer or prospect, providing feedback and coaching based on the rep’s performance. This tool acts as a virtual assistant that provides real-time guidance during sales calls, offering suggestions for objectionhandling, tailoring pitches, and delivering compelling messages.
But too often, we never take the time to understand these, instead applying the same standard prospecting, qualifying, objectionhandling, discovery, proposal, closing approaches for everyone. We can tailor our content to support and reinforce those things. That we are failing to create competitive advantage.
This may mean that marketing needs to be able to deliver the necessary materials – be in a lead-nurturing campaign, or an ROI calculator – to court prospects over time, nudging them gradually toward signing those big contracts. B2C reps need to focus on fast rapport-building, objection response scripts, and closing techniques.
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 handlingobjections.” Was the value tied to solving a real problem?
Sales enablement content gives your sales reps the resources they need to build trust, help with objectionhandling , and move potential customers through the sales funnel. These are typically used during sales calls or demos when prospects ask about competing solutions. It’s a necessity, not a luxury.
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.
Here’s how… Also – don’t forget to check out: … The post Unsticking a Stuck Prospect first appeared on Colleen Francis - The Sales Leader. The fastest way to give the customer the confidence to move forward is to show them they aren’t entering uncharted territory.
Example opener: Hey [Prospect], I just finished reading your latest report on [specific topic]. Handleobjections by agreeing then asking a trap question. When faced with objections, agree with the prospect first to lower their defenses. Perfect your opener. Avoid generic openers.
One rep might excel at outbound prospecting, while the other might be better at closing inbound leads. Include scripts, objectionhandling, and key metrics. Assume you spend just as much time in sales & with prospects and customers after you build a sales team as before. Be specific. You Never Get the Time Back.
SDRs play a vital role in building business, managing inbound inquiries, booking meetings, qualifying leads, and prospecting. The sales role involves closing deals and meeting sales objectives through effective communication and understanding prospect and customer needs. Objectionhandling assessment 3.
Because their product delivers personalized value from the first demo, prospects immediately feel seen. I think this is even more critical today when you consider that, according to our 2024 Sales Trends Report , 96% of prospects do their own research before speaking to a sales rep.
This translates into better interactions with prospects and customers, as sellers can engage in meaningful conversations, handleobjections effectively, and close deals with assurance. For instance, you might discover that some reps struggle with objectionhandling by monitoring calls.
Consistent partner sales techniques: Clear guidelines and messaging prevent partners from going rogue or overlapping with your prospecting efforts. For example, Apple and Nike partnered to create the Nike+ Apple Watch, blending fitness tracking with smart tech to reach health-conscious consumers. This is not reality.
For example, AI might quickly find a healthcare-focused case study for a hospital prospect and an ROI analysis for their CFO. Customizable playbooks Generic recommendations don’t help your reps deliver stellar buying experiences to prospects. Questions to ask: How does the AI tool learn our processes, ICP, and knowledge?
If a prospect has to ask, “How does this apply to me?” Marketing builds tailored decks, one-pagers, objection-handling sheets and landing pages that authentically reflect the buyer’s world. That means mapping pain to product in a way that feels obvious to foster comprehension.
Sales Tech Consolidation Strategies The sales tech landscape has become increasingly complex, with many teams using multiple tools for prospecting, engagement, automation, and reporting. Analyze sales conversations in real-time to improve coaching and objectionhandling.
In selling, there is no end to the tools that claim to provide coaching, performance reporting tools, conversational intelligence, role play tools, social selling, prospecting/customer engagement, negotiation, objectionhandling, closing, time management. And this is exacerbated by all the AI adaptations and LLMs.
SDRs are prospecting faster. Every time we automate a task – prospecting, drafting, follow-up, analysis – we also outsource the skill-building that task enables. .” For example, reps getting to practice pitch delivery and objectionhandling at scale (not to eliminate reps, but to sharpen them).
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.
You can have the perfect pitch, flawless product knowledge, and ironclad objectionhandling skills, but if you walk into that appointment carrying the baggage from your last three rejections, you're dead in the water before you even ring the doorbell. Your prospects don't know about your bad morning. Think about it.
We provide rich training on prospecting, qualifying, discovery, questioning, objectionhandling, closing skills; but too often, even though the right words are coming out of our sellers mouths, nothing is happening. They know the questions they should ask, but they don’t know how to deal with the answers.
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.
The prospect seemed interested, nodding along as she explained the value of her solution. She had rehearsed her sales pitch a hundred times and put so much time into pursuing this prospective buyer. What is ObjectionHandling? An objection often reveals other pain points they hadn’t fully considered.
When it comes to sales closing, sales training, or sales prospecting, have you been taught how to actually close? I meet a lot of salespeople who regularly struggle to meet … The post Sales Closing: How to Ask for the Sale first appeared on Colleen Francis - The Sales Leader.
At its foundation, the Sandler sales methodology is a simple, linear system designed to help representatives build rapport with prospects and guide them to making sound purchasing decisions. Sales professionals keep the focus on bonding and rapport by prompting prospects to share information.
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. Focus on one high-value area (objectionhandling).
Objectionhandling 4. The Art of the Introduction: Mastering the Pattern Interrupt The first few seconds of your cold call are crucial — yet most people wing their intros, and you can completely lose your prospect if you don't prepare what to say. The key is to sound confident, genuine, and respectful of the prospect's time.
What this means for sales teams: If your reps rely on traditional, high-touch sales motions alone, they risk alienating prospects. With tools like AI Role Plays, reps can sharpen their skills on-demand—from pitch practice to objectionhandling—without waiting for a manager to review their call.
Put another way: This regular analysis equips your GTM team with a deeper understanding of operational areas that require attention (think poor time management, late follow-up with engaged leads, failure to unearth prospect pain points quickly on discovery calls, and the like).
” What do you do when the prospect says that? Here’s the best way to handle this (it involves three simple steps). “I want to think it over.” The post The Dreaded “I Want to Think It Over” first appeared on Colleen Francis - The Sales Leader.
Think about it: It's much easier to look at a dashboard and say, "You need to talk more," than it is to actually listen to calls, analyze technique, and provide meaningful feedback on discovery questions, objectionhandling, or closing skills. Your top performers get frustrated because they're being penalized for efficiency.
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?
Handlingobjections can be a real challenge for salespeople. But here’s a tip: rather than viewing objections as roadblocks, think of them as opportunities to have a conversation with your … The post Turn Objections Into Opportunities first appeared on Colleen Francis - The Sales Leader.
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