The 5% Institute

OCTOBER 12, 2017

One of the more common questions I am asked by my Students is sales objection handling. Ranging from money, to ‘needing to think about it’, there are all kinds of objections you’ll come across when having conversations with your potential clients. Sales Objection Handling – A Step By Step Process.

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Objection handling Process Sales Follow-up 52

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. Price-related Objections Objections related to price are perhaps the most common ones.

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Objection handling E-commerce Real Estate Finance 52

Veloxy

FEBRUARY 13, 2023

Five examples of close ended sales questions Have you used a similar [product/service] before? Are you interested in purchasing this [product/service] in the near future? On a scale of 1 to 10, how likely are you to recommend this [product/service] to a friend? Have you budgeted for this purchase?

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

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).

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

The 5% Institute

APRIL 13, 2021

1 – Objection Handling. The first on our list of practice sales activities, 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.

Closing 145

Closing Objection handling Gaming Sales 145

The 5% Institute

MAY 18, 2021

Objection handling. If they have a number of key tasks or projects they need to complete by year end, and your product or service doesn’t contribute to these in any way – you may struggle with a purchasing decision later. How can you perhaps help them get there with your product or service? Qualification. Time frame.

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Objection handling Objectives and Key Results Customers Sales 140

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

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

Sales Pop!

JULY 3, 2024

A productive sales team can boost profits, improve customer service, and create a respected brand. Concentrate on consultative selling techniques, objection handling, and effective closing strategies to increase conversion rates. A dealership must have the best team to be successful in the automotive sales industry.

Non-Profits 130

Non-Profits Teamwork Objection handling Commission 130

Cerebral Selling

APRIL 6, 2021

Now more than ever, you need to focus your time and attention on the customers you can help AND who have the means to invest in your product or service. Softening statements acknowledge the validity of the objection and act as a calming mechanism. Related article: 3 Objection-Handling Lessons from Pandemic Politics.

Sell 140

Sell Objection handling Hospitality Pitch 140

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. Experience level: A new rep vs. a seasoned seller Performance challenges: Struggling to close deals, low confidence, or poor objection handling?

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

The 5% Institute

FEBRUARY 5, 2021

Sales resistance is something you’ll experience as a Business Owners or Sales Professional when selling your products or services. Sales resistance is the resistance a potential client or customer feels before they buy a product or service. Objections handling, and asking for the sale. Read on to learn more.

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Objection handling Sales Trust Presentation 128

Closing Bigger

JULY 21, 2014

“Get the order” often translates to being an order taker, we ask fewer questions and the questions we ask are about driving the person to a predetermined product or service. If it’s not an ideal fit we often have to rely on hard closes, discounting and heavy objection handling.

Conversion 138

Conversion Objection handling Sales Price 138

The 5% Institute

OCTOBER 3, 2021

Seeing things from their viewpoint is critical if you want to close more sales, because only by understanding their world view – can you prescribe how your product or service will solve their problem. This isn’t a time to present your product or service. Related article: Overcoming Objections In Sales – A Step By Step Guide.

Objectives and Key Results 145

Objectives and Key Results Technique Objection handling Sales 145

The 5% Institute

AUGUST 6, 2021

An important skill to learn that’ll help you dramatically if you’re selling products and services, is selling over the phone – which s why we’ve created these five tips to make it easier. The first step prior to making any phone calls, is working out who would benefit the most from your product or service, and who can afford it.

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Closing Sell Objection handling Presentation 144

The 5% Institute

NOVEMBER 2, 2021

Although your product or service may be beneficial to a number of people, if you try to spend your time and energy trying to reach everyone, you’ll end up having no impact. The first step prior to any sales conversation, is working out who would benefit the most from your product or service, and who can afford it.

Inside sales 145

Inside sales Closing Objection handling Presentation 145

Highspot

APRIL 20, 2025

Are deals stalling due to weak objection handling (“too expensive”, “competitor offers better features”)? Focus on one high-value area (objection handling). Define a single objective. Target one skill or outcome (handling pricing pushback). Is messaging misaligned? Keep it short.

Go To Market 52

Go To Market GTM Objectives and Key Results Objection handling 52

The 5% Institute

JULY 23, 2020

Many sales training programs focus on specific scripts; or are very niche and boxed in to the point that they don’t transfer across multiple service-based industries. Prior to diving into our program and how it’ll help solve your needs; let’s first look at what makes selling mortgages and loans different to many other products and services.

Closing 141

Closing Objection handling Sales Presentation 141

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.

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Objection handling Sales Appointment Clients 98

The 5% Institute

JULY 4, 2019

Product knowledge is important, because you’re eventually going to have to present your product or service to your potential client. Without knowing all the ins and outs of how your product or service works, how will you know how to bridge the gap from where they currently are, to where they need to be? Competitor discussions.

Meeting 98

Meeting Objection handling Lead generation Finance 98

The 5% Institute

DECEMBER 12, 2019

Objection handling. If they have a number of key tasks or projects they need to complete by year end, and your product or service doesn’t contribute to these in any way – you may struggle with a purchasing decision later. How can you perhaps help them get there with your product or service? Qualification. Time frame.

Clients 98

Clients Objection handling Objectives and Key Results Follow-up 98

The 5% Institute

MAY 4, 2021

An important skill to learn that’ll help you dramatically if you’re selling products and services, is how to close sales over the phone. Although your product or service may be beneficial to a number of people, if you try to spend your time and energy trying to reach everyone, you’ll end up having no impact.

Closing 145

Closing Objection handling Sales Presentation 145

The 5% Institute

OCTOBER 20, 2021

An important skill to learn that’ll help you dramatically if you’re selling products and services, is knowing exactly how to sell over the phone – which is why we’ve created these five tips to make it easier. By qualifying early, you can save this time – and better spend it speaking with people who can afford your product or service.

Sell 144

Sell Objection handling Presentation Up-sell 144

The 5% Institute

APRIL 12, 2021

Generally, the I need to talk to my wife objection comes up for two distinct reasons. Firstly – it comes up if a person is feeling potential pain for investing in your product or service, compared to the benefit they’ll receive from the investment. How To Handle The I Need To Talk To My Wife Objection. Final Thoughts.

Objectives and Key Results 145

Objectives and Key Results Objection handling Up-sell Price 145

The 5% Institute

FEBRUARY 20, 2020

1 – Objection Handling. The first on our list of fun sales training 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 98

Gaming Objection handling Sales Pitch 98

The 5% Institute

NOVEMBER 3, 2021

Although your product or service may be beneficial to a number of people, if you try to spend your time and energy trying to reach everyone, you’ll end up having no impact. The first step prior to any sales conversation, is working out who would benefit the most from your product or service, and who can afford it.

Sales 144

Sales Objection handling Presentation Follow-up 144

The 5% Institute

JANUARY 19, 2022

Although your product or service may be beneficial to a number of people, if you try to spend your time and energy trying to reach everyone, you’ll end up having no impact. The first step prior to any sales conversation, is working out who would benefit the most from your product or service, and who can afford it.

Closing 144

Closing Objection handling Presentation Follow-up 144

Partners in Excellence

MAY 13, 2022

We have endless classes and programs around what we sell—our products and services. They may be more narrowly focused on specific skills like objection handling, prospecting, closing, negotiation. Our sales training programs spend a lot of time helping us develop skills around what we sell and how we sell.

Sell 123

Sell Objection handling Negotiate Customers 123

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. When No Means No.

Prospecting 101

Prospecting Objection handling Appointment SQL 101

Partners in Excellence

MAY 17, 2021

But here’s the problem, sales people have to spend most of their time communicating to and engaging people outside of sales (unless we sell sales tools and services). The mindset of the customer is oriented around their businesses, goals, objectives. And we have a mismatch with so many of our customers.

Objectives and Key Results 145

Objectives and Key Results Technique Manufacturing Objection handling 145

PandaDoc

MARCH 25, 2025

Complex sales typically involve high-value products or services, which are often highly customizable. Here is an overview of the sales process for complex sales: Discovery/needs analysis: Understanding your customers needs and challenges is key to demonstrating how your product or service can help.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

The 5% Institute

MAY 5, 2021

You’ll need to learn how to overcome the partner objection because it come up for two distinct reasons. Firstly – it comes up if a person is feeling potential pain for investing in your product or service, compared to the benefit they’ll receive from the investment. How To Overcome The Partner Objection. Final Thoughts.

Objectives and Key Results 136

Objectives and Key Results Objection handling Up-sell Price 136

Hubspot

DECEMBER 13, 2023

You'll provide a brief overview of your product or service and try to gain their interest. You’ll ask open-ended questions to understand their pain points and determine if your product or service is a good fit. Introduction Call This call is all about introducing yourself and your company to a potential customer.

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Objection handling Negotiate Cross-sell Contract 87

Highspot

MAY 15, 2025

Partner enablement equips your external partners, like resellers and distributors, with the tools, training materials, and content they need to sell your companys products or services. They can leverage existing customer relationships or complementary products and services they may resell. This is not reality. Did you know?

Healthcare 52

Healthcare Objectives and Key Results Niche Finance 52

The 5% Institute

APRIL 12, 2021

Generally, the I need to talk to my spouse objection comes up for two distinct reasons. Firstly – it comes up if a person is feeling potential pain for investing in your product or service, compared to the benefit they’ll receive from the investment. How To Handle The I Need To Talk To My Spouse Objection. Final Thoughts.

Objectives and Key Results 132

Objectives and Key Results Objection handling Up-sell Price 132

The 5% Institute

AUGUST 9, 2021

Present their products or services. Objection handling, and then again – ask for the sale. Instead of presenting their products or services upfront, they diagnose the situation, issues, pain points, and learn what it is their potential clients ideally want to achieve. Final Thoughts.

Closing 145

Closing Objectives and Key Results Lead generation Sales 145

The 5% Institute

APRIL 14, 2021

So many Executives meet with people who have no business buying their products or services or aren’t qualified decision makers to make a buying decision. Do you or your sales team know how to present in a way, that bridges the gap of where they’re at pain wise, and where they need to be with your product or service?

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Objectives and Key Results Sales Clients Objection handling 139