Hubspot

MARCH 2, 2018

I can't sell this internally.". 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? I hate you.".

Objection handling 101

Objection handling Contract Prospecting Up-sell 101

Sales Gravy

APRIL 10, 2025

The Fancy Stuff Is Failing You We see it all the timesalespeople hiding behind automation tools, social selling gimmicks, and relationship-building fluff. Youre hoping your sequence will nurture your prospect into buying without you having to actually sell. Objections arent stop signstheyre buying signals. Youre a closer.

Closing 82

Closing Objection handling Cold Call Contract 82

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 82

Objection handling Consult Sales Technique 82

Sales Gravy

JUNE 5, 2025

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.

Objectives and Key Results 54

Objectives and Key Results Objection handling Sell Pitch 54

Partners in Excellence

DECEMBER 10, 2024

We provide rich training on prospecting, qualifying, discovery, questioning, objection handling, closing skills; but too often, even though the right words are coming out of our sellers mouths, nothing is happening. We see the same issue across too many aspects of selling. These aren’t ping-pong questions.

Objectives and Key Results 118

Objectives and Key Results Objection handling High impact Conversion 118

Partners in Excellence

MAY 13, 2022

Our sales training programs spend a lot of time helping us develop skills around what we sell and how we sell. We have endless classes and programs around what we sell—our products and services. We have terrific programs about how we sell. Because what each of us is selling is change! And it’s change!

Sell 123

Sell Objection handling Negotiate Customers 123

Sales Gravy

MAY 29, 2025

AI is everywhere: in social selling, content creation, automation, to say the least. 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. Take objection handling.

Objection handling 54

Objection handling Angle Sales Follow-up 54

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. It provides coaching on how I spend my time.

Objectives and Key Results 125

Objectives and Key Results Objection handling GTM Pipeline 125

Partners in Excellence

MARCH 20, 2025

“We just need sales training, our people need to sell better, how much does your training cost?” What subjects, prospecting, qualifying, deal strategies, account management, call planning/execution, objection handling, closing? “Why aren’t they meeting those goals? ” I ask.

GTM 122

GTM Real Estate Objectives and Key Results Objection handling 122

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 116

Sell Objection handling Assembly Line Territory 116

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. Second, d on’t sell the product, sell the next step.

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. Sell time on your calendar.

Prospecting 125

Prospecting Cold Call Referrals Objectives and Key Results 125

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

Partners in Excellence

JUNE 3, 2020

We tend to overcomplicate things, particularly selling and leadership. We might focus narrowly on prospecting, or account planning, or developing better deal strategies. Some focus on skills like objection handling, closing, negotiation. Some focus on skills like objection handling, closing, negotiation.

Objection handling 166

Objection handling Negotiate Consult Quota 166

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

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. 3 – Pre-Frame.

Objection handling 140

Objection handling Sales Appointment Clients 140

Partners in Excellence

AUGUST 15, 2022

We tend to focus on “If you do this one thing…” As a result, we may focus only on prospecting, or only on objection handling, or anything else. The post The Importance Of “Flow” In Selling first appeared on Partners in EXCELLENCE Blog -- Making A Difference.

Sell 107

Sell Manufacturing Objection handling Government 107

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

Partners in Excellence

SEPTEMBER 21, 2015

Last week, Tim Ohai and I were talking about the future of selling. We got onto a discussion of the critical skills needed for high performers. I’ve continued to think about this over the past few days. I’ve narrowed things down to the top 3 skills critical for top performers.

Sell 117

Sell Objection handling Presentation Pipeline 117

Partners in Excellence

JULY 8, 2020

A reader asked me, “Dave, when are you publishing a book on complex B2B selling? There are hundreds, if not thousands, of books on the topic–and look at how little they have really contributed to changing how we sell and improving our ability to create great value. I’d start by never talking about the selling process.

B2B 96

B2B Sell Objection handling Technique 96

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. This includes: Ideal Customer Profile (ICP): Who are you selling to? Include scripts, objection handling, and key metrics. If you hire just one rep, you wont learn nearly as much. Be specific. Don’t Expect To.

Commission 75

Commission Objection handling Quota Sales 75

Engage Selling

DECEMBER 1, 2017

A lot of work in the sales process focuses on handling objections. I’m going to make this simple for you and give you three steps that will help you handle just about any objection that you come across. First, pause … Read More »

Objection handling 76

Objection handling Technique Sales Process 76

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

JUNE 15, 2023

In the world of sales and business, objections are inevitable. When you’re trying to sell a product or service, potential customers often raise concerns or doubts that can hinder the sales process. These objections can arise due to various reasons, such as price, product fit, trust issues, or comparisons with competitors.

Objection handling 52

Objection handling E-commerce Real Estate Finance 52

Sales Hacker

MARCH 30, 2025

Integrate cold calling into a multi-channel outreach strategy, ensuring consistency across all touchpoints, including email campaigns and social selling. Example opener: Hey [Prospect], I just finished reading your latest report on [specific topic]. Handle objections by agreeing then asking a trap question.

Cold Call 67

Cold Call GTM Objection handling Sales 67

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 Sales Pitch 134

Hubspot

JUNE 13, 2018

It’s one of the most well-known -- not to mention oldest -- selling systems. The strategy focuses on asking good questions in the right order, using active listening, and translating the prospect’s needs into your product’s features. SPIN Selling Book Summary. SPIN Selling Questions. SPIN Objection-Handling Techniques.

Sell 101

Sell X-functional Objectives and Key Results Up-sell 101

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 89

Sell Objection handling Customers Up-sell 89

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

Score More Sales

SEPTEMBER 26, 2014

The challenge with the messaging you say to your prospective buyers by phone, through e-mail and in voice mails is that there is no one-size-fits-all. Because people who sell are all different and our buyers are also people who are all different. Objection Handling. Based on geography and industry, buyers vary as well.

Sell 90

Sell Objection handling Pitch Sales 90

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

Partners in Excellence

MAY 30, 2023

The world has changed, but we are still doing the stuff we’ve always done–at least in selling. We engage in linear selling processes–Prospecting, Qualifying, Discovering, Proposing, Closing. It hasn’t changed since I started selling, despite all the data showing us customers don’t buy that way.

Objection handling 133

Objection handling Quota Entertainment Up-sell 133

Sales Hacker

JUNE 6, 2025

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 objection handling at scale (not to eliminate reps, but to sharpen them).

GTM 53

GTM Objection handling Cold Call Follow-up 53

Partners in Excellence

JUNE 13, 2019

—–Prospecting, Discovery, Closing?” ” We see versions of this question all the time, with everyone staking out various positions (often supporting what they sell). Some of the discussions drill down into an issue, for example the endless battle of social and other selling (would one call this anti-social?).

Process 107

Process Objection handling Sales Pipeline 107

Highspot

OCTOBER 29, 2024

To sum up the importance of generative AI on sales coaching, CEO of Highspot, Robert Wahbe notes that: “The bad news is today’s sales professionals face arguably the hardest selling environment in a decade. AI acts as a customer or prospect, providing feedback and coaching based on the rep’s performance.

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