Sales Gravy

MAY 1, 2025

We obsess over skills like closing techniques, objection handling, 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.

Objection handling 90

Objection handling Consult Sales Technique 90

Hubspot

MARCH 2, 2018

Every prospect you speak to has sales objections, or reasons they’re hesitant to buy your product. Why are sales objections unavoidable? To be successful, reps must learn how to both discover and resolve these objections. What Is Objection Handling? Objections are far more serious than brush-offs.

Objection handling 101

Objection handling Contract Prospecting Up-sell 101

Sales Gravy

APRIL 10, 2025

Youre hoping your sequence will nurture your prospect into buying without you having to actually sell. Objection Handling 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.

Closing 90

Closing Objection handling Cold Call Contract 90

Sales Hacker

FEBRUARY 21, 2019

This time, we’re taking it up a notch to get to the more advanced stuff, and Josh is sharing even more examples – exactly what you can say to prospects who raise objections in any scenario. So make sure to join the live version so Josh can teach you how to handle the objections that you face most.

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Objection handling Prospecting Sales 74

Sales Gravy

APRIL 29, 2025

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" Prospecting Objection As I explained to Paul, how you respond in that moment can make or break your opportunity to move forward.

Meeting 82

Meeting Objection handling Pitch Cold Call 82

Veloxy

JANUARY 7, 2025

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.

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

Understanding the Sales Force

MAY 4, 2025

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.

Objection handling 69

Objection handling Angle Gaming Consult 69

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

Sales Hacker

OCTOBER 16, 2020

Prospecting in the enterprise environment is just different. So, today, we’re going to cover four prospecting tips for breaking into Enterprise Accounts (plus some bonus tips at the end). Building rapport with prospects. Leveraging information to become your prospects doctor. Their calendars are blocked with 76 meetings.

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Prospecting Cold Call Referrals Objectives and Key Results 128

Partners in Excellence

JANUARY 16, 2025

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, objection handling, closing, time management. And this is exacerbated by all the AI adaptations and LLMs.

Objectives and Key Results 125

Objectives and Key Results Objection handling GTM Pipeline 125

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

Partners in Excellence

APRIL 13, 2022

Lately, I’ve been watching some eLearning programs on objection handling. It suddenly struck me, there’s a unique arrogance we sellers have about the concepts of objections. Too often, the underlying thinking seems to be that salespeople are the only people that encounter objections.

Objection handling 139

Objection handling Technique Pitch Promote 139

SaaStr

MARCH 29, 2025

One rep might excel at outbound prospecting, while the other might be better at closing inbound leads. Include scripts, objection handling, 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.

Commission 81

Commission Objection handling Quota Sales 81

The 5% Institute

AUGUST 2, 2022

Sales Drills #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 140

Objection handling Sales Appointment Clients 140

Partners in Excellence

JUNE 3, 2020

We might focus narrowly on prospecting, or account planning, or developing better deal strategies. Some focus on skills like objection handling, closing, negotiation. ” As sales people, we have to think, “How am I helping my customers and prospects?” Billions are spent on tools, content, consultants.

Objection handling 165

Objection handling Negotiate Consult Quota 165

Sales Hacker

MARCH 30, 2025

Example opener: Hey [Prospect], I just finished reading your latest report on [specific topic]. Handle objections 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.

Cold Call 71

Cold Call GTM Objection handling Sales 71

Cerebral Selling

SEPTEMBER 12, 2022

After all, the prospect agreed that solving the problem was important and we even helped them quantify the value of making the purchase. I refer to this in my objection handling course as “ turning the future into the past ”). We forecasted the deal to close but after ALL that work, they STILL didn’t move forward with us!”

Customers 213

Customers Objectives and Key Results Objection handling Drivers/motivators 213

Hubspot

APRIL 2, 2018

I’m looking forward to working with you [prospect].". Great to meet you [prospect]! You’re working with a prospect. I found myself in this situation a few years back: The deal had been advancing, my prospect was responsive over email, and I was confident we would close soon. I just wanted to introduce myself.".

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

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

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

Partners in Excellence

APRIL 3, 2024

We scour social channels for shortcuts; what are the easiest ways to prospect, how can I send more emails/make more calls, how do I close more deals with less effort, how do I leverage tools like ChatGPT to do the work for me, and on and on…… ? The same prospecting scripts–so nothing is different or stands out.

Objection handling 143

Objection handling Construction Technique Drivers/motivators 143

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. Focus on one high-value area (objection handling).

Go To Market 52

Go To Market GTM Objectives and Key Results Objection handling 52

Highspot

OCTOBER 29, 2024

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 objection handling, tailoring pitches, and delivering compelling messages.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

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 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

Partners in Excellence

JUNE 13, 2019

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

Process 103

Process Objection handling Sales Pipeline 103

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 123

Objection handling Pitch Pipeline Closing 123

Partners in Excellence

JUNE 16, 2014

” “How do I craft an opening sentence that captures the prospect’s attention and gets me a meeting?” ” “What’s the best way to handle the objection?” We don’t think so much about our objection handling techniques or how we close our managers in getting support.

Objection handling 121

Objection handling Technique Sales Conversion 121

Sales Hacker

NOVEMBER 1, 2019

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

Negotiate 103

Negotiate Objection handling Pipeline Cold Call 103

Partners in Excellence

MAY 13, 2022

They may be more narrowly focused on specific skills like objection handling, prospecting, closing, negotiation. We have endless classes and programs around what we sell—our products and services. We have terrific programs about how we sell. They may be broadly based methodology programs.

Sell 123

Sell Objection handling Negotiate Customers 123

The 5% Institute

JULY 4, 2019

Prospecting ideas. What is currently working with your prospecting efforts? Objection handling are a great sales meeting idea. Another common and effective sales meeting idea is role-play; primarily around objection handling. What distractions or external hurdles are stopping people from buying?

Meeting 98

Meeting Objection handling Lead generation Finance 98

The 5% Institute

AUGUST 9, 2021

Objection handling, and then again – ask for the sale. Closing Sales Training #1 – Prospecting. Once you’ve got your positioning and sales process in line , the next stage of your closing sales training is learning how to bring in clients; also known as prospecting or lead generation. Inbound Prospecting.

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Closing Objectives and Key Results Lead generation Sales 145

Partners in Excellence

JANUARY 13, 2019

Sales is no different, we have our own vocabulary, terms like prospecting, qualifying, objection handling, pipeline, funnel, discovery, closing, quota. Along with those, we develop tools that help us with those things, for example, objection handling techniques, closing techniques, qualifying techniques, and so forth.

Objection handling 92

Objection handling Technique Construction Finance 92

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

Gong.io

NOVEMBER 22, 2021

Overcome Cold Call Objections, Step #2: Labelling. Once you’ve validated the objection, it’s time to label it. . Instead, make your prospect feel heard but put a label on their emotions. Overcome Cold Call Objections, Step #3: Follow up with a secondary ask. Label their objection. That’s not enough.

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Cold Call Objection handling Technique Follow-up 117

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.

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Price Profit margin Objection handling Sales 124