Partners in Excellence

MAY 17, 2021

Since software developers must work in close collaboration, adopting a commonly understood language, and even process/techniques, enables developers to communicate efficiently and get work done. Within sales, our language, processes, techniques are very efficient in helping us communicate to others in sales.

Objectives and Key Results 145

Objectives and Key Results Technique Manufacturing Objection handling 145

Highspot

APRIL 20, 2025

Sales enablement: A role-play scenario to refine the SPIN selling technique or tackle pricing objections. Are deals stalling due to weak objection handling (“too expensive”, “competitor offers better features”)? Focus on one high-value area (objection handling). Keep it short.

Go To Market 52

Go To Market GTM Objectives and Key Results Objection handling 52

The 5% Institute

MARCH 28, 2022

In this article, we’ll detail the 10 step sales playbook that works perfectly for Sales Professionals and Business Owners in service based and consultative industries. Also known as an intent statement , you use this sales technique prior to your deep dive sales conversation. Qualifying early saves you time, energy, and money.

Technique 144

Technique Sales Clients Consult 144

Highspot

NOVEMBER 24, 2024

This, in turn, supports your business in achieving its objectives and staying ahead of the curve. The program covers everything from onboarding and product knowledge to sales techniques and workflows. At its core, sales training teaches sales reps how to sell, imparting essential skills and techniques for engaging customers.

Pitch 52

Pitch Sales Technique Cross-sell 52

Partners in Excellence

JULY 8, 2020

We talk about our selling process, we talk about techniques and things like prospecting, qualifying, objection handling, closing. We create a whole set of processes, techniques and language that is foreign to everyone but sellers. This means using words, techniques, processes that our customers understand and use.

B2B 96

B2B Sell Objection handling Technique 96

Highspot

APRIL 1, 2025

This approach provides data-driven insights that help managers develop techniques and measure continuous improvement. Decision-Making Under Pressure A significant deal is teetering on the edge because of pricing or service concerns, and you must act fast. Making snap decisions can backfire, but delays risk losing the sale altogether.

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

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 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. There are a number of various question types you should be using in your day to day sales conversations: Tie down sales techniques. Assumptive close questions. Open ended questions.

Objectives and Key Results 139

Objectives and Key Results Sales Clients Objection handling 139

The 5% Institute

JANUARY 15, 2021

So many Small Business Owners meet with people who have no business buying their products or services or aren’t qualified decision makers to make a buying decision. There are a number of various question types you should be using in your day to day sales conversations: Tie down sales techniques. Assumptive close questions.

Objectives and Key Results 131

Objectives and Key Results Sales Clients Objection handling 131

Highspot

JANUARY 9, 2024

Here’s what the B2B sales cycle looks like: Prospecting: This business development is where the sales process begins, as sales reps search for potential clients who might need their products or services. B2B sales training equips sellers with skills, techniques, and tactics for selling products or services to other businesses.

Technique 52

Technique B2B Cross-sell B2C 52

The 5% Institute

JULY 5, 2022

The Framework For Handling Sales Objections, Instead Of Using Talk Tracks. We don’t recommend using talk tracks, and instead recommend you use a five-step sales objection handling framework. Once you’ve completely understood their area of concern, simply re-frame how they can look at the objection differently.

Objection handling 141

Objection handling Sales Clients Presentation 141

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. Move them towards the sale. Final Thoughts.

Closing 145

Closing Objectives and Key Results Lead generation Sales 145

Hubspot

OCTOBER 9, 2019

Only then can you truly begin to find a solution and understand how your product or service can solve their problem. For example, if you're a salesperson at a software company, reading articles on the software industry will help you prepare for questions that prospects may ask and position your product or service in context.

Technique 101

Technique Angle Profit margin Sales 101

Sales Hacker

SEPTEMBER 11, 2019

You need to know the details of their product/service and how their business operates. That will allow you to adapt your sales presentation to focus on how your own product/service can meet their needs. Be as clear and transparent as you can be about your terms, your services and/or products, your prices, everything.

Negotiate 111

Negotiate Closing Objectives and Key Results Objection handling 111

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.

Objection handling 87

Objection handling Negotiate Cross-sell Contract 87

Lead Fuze

JULY 18, 2023

We’ll discuss strategies for overcoming apprehension during the sales process, including building confidence and handling objections like an absolute pro. We will then explore proven techniques for closing sales such as mastering the test drive close technique and utilizing the puppy dog close.

Technique 52

Technique Closing Sales Follow-up 52

The 5% Institute

MAY 6, 2020

A lot of Sales Professionals and Business Owners make the error of speaking with people they think are potential clients – but end up not being qualified to either afford their product or service or aren’t the decision maker. Tie-down sales techniques are questions you ask that get an ‘agreed’ response.

Closing 98

Closing Objectives and Key Results Technique Consult 98

The 5% Institute

MAY 13, 2020

The feel felt found method is popular in the world of sales, because it can be an effective technique to overcome sales objections, without breaking rapport. In this article, you’ll learn why the feel felt found method works, as well as how to use the feel felt found technique correctly. So, what exactly is it? How Does It Work?

Objectives and Key Results 75

Objectives and Key Results Technique Objection handling Clients 75

SaaStr

MARCH 25, 2023

If they are a true expert in sales process, they will come in and help win deals on day one by technique, tooling and process. Competitor threats and objection handling. You need to get your customer envisioning using your product/service and get them envisioning a better life with your product in the near future.

Product 116

Product Objection handling Sales Up-sell 116

The 5% Institute

MARCH 3, 2020

Although a very important ingredient in the complex sales process, we find that a lot of Sales Professionals will meet with ‘potential clients’; only to find out after they’ve presented their product or service, that the person needs to speak to the decision maker, or to someone else who controls the funds. Tie down sales techniques.

Process 98

Process Objectives and Key Results Objection handling Sales 98

The 5% Institute

FEBRUARY 24, 2020

Although a very important ingredient in the B2B sales process, we find that a lot of Sales Professionals will meet with ‘potential clients’; only to find out after they’ve presented their product or service, that the person needs to speak to the decision maker, or to someone else who controls the funds. Tie down sales techniques.

B2B 98

B2B Process Objectives and Key Results Objection handling 98

The 5% Institute

MAY 25, 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. Move them towards the sale. Final Thoughts.

Consult 119

Consult Objectives and Key Results Sales Lead generation 119

The 5% Institute

FEBRUARY 6, 2020

So many Sales Professionals meet with people who have no business buying their products or services or aren’t qualified decision makers to make a buying decision. There are various questions your Managers will teach your Sales Professionals: Tie down sales techniques. Assumptive close questions. Open ended questions.

Objectives and Key Results 98

Objectives and Key Results Sales Clients Objection handling 98

Salesforce

OCTOBER 10, 2023

In fact, according to LinkedIn, 78% of businesses that use social selling techniques outperform those that don’t. The goal is to determine if they’re a good fit for your product or service, and the best way you do that is by asking three critical questions: Do they have a problem that you can solve with your product or service?

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

CloserIQ

OCTOBER 30, 2018

A satisfied customer is more likely to spend more, refer your business and generally serve as a brand ambassador for your products or services. This includes those who are good at cold calling, objection-handling, closing and cross-selling. Ready to amp up your sales training results? Actionable takeaways. Actionable takeaways.

Objectives and Key Results 98

Objectives and Key Results Objection handling Cold Call Cross-sell 98

Veloxy

MAY 24, 2023

Improving your conversion rates through effective sales techniques, personalized approaches, and tailored solutions can have a significant impact on your sales velocity. Equip them with effective objection-handling techniques, persuasive communication strategies, and in-depth product knowledge to increase conversion rates.

Objectives and Key Results 130

Objectives and Key Results Pipeline Pharmaceutical CRM 130

The 5% Institute

JANUARY 1, 2020

On the surface, potential clients can give you a variety of reasons as to why they’re in the market for your product or service. Objection handling questions. Question Based Selling & Tie Down Techniques. Read the article below to implement tie down sales techniques in your sales process. Decision makers.

Sell 75

Sell Technique Objectives and Key Results Objection handling 75

The 5% Institute

JULY 21, 2020

So many Entrepreneurs meet with people who have no business buying their products or services or aren’t qualified decision makers to make a buying decision. There are a number of various question types you should be using in your day to day sales conversations: Tie down sales techniques. Assumptive close questions. Topic #12 – Closing.

Objectives and Key Results 94

Objectives and Key Results Sales Clients Objection handling 94

Lead Fuze

JUNE 30, 2023

Mastering objection handling techniques such as Sandler’s Reverse Negative approach will be another focus area. By adopting this comprehensive approach to enhancing your abilities as a seller, you’re setting yourself on track for success in any field where you’re selling products or services.

Objectives and Key Results 52

Objectives and Key Results Objection handling Technique Pitch 52

Adaptive Business Services

JULY 27, 2022

While techs never had any quotas, they were encouraged to sell time and material service, maintenance agreements, and supplies. Throw away the objection handling and conquering techniques. The post The Invisible Salesperson appeared first on Adaptive Business Services. At any rate … they always killed it.

Objection handling 71

Objection handling Quota Technique Pitch 71

SalesLoft

APRIL 6, 2020

Trust us, we’ve been sending “best” lists to our team every day —best email, best cold call or objection handling—and can say with confidence that it’s keeping morale high. . Gift cards to a favorite store, food delivery service, or a charity that means something to the team or the winner . Highlight winners on social media.

A/B testing 95

A/B testing Objection handling Cold Call Trust 95

The 5% Institute

FEBRUARY 26, 2020

The Framework For Handling Sales Objections, Instead Of Using Word Tracks. We don’t recommend using word tracks, and instead recommend you use a five-step sales objection handling framework. Once you’ve completely understood their area of concern, simply re-frame how they can look at the objection differently.

Objection handling 98

Objection handling Sales Clients Presentation 98

The 5% Institute

MAY 9, 2023

By equipping your team with the right skills, knowledge, and techniques, you can improve their performance, increase your revenue, and achieve your business goals. From prospecting and lead generation to objection handling and closing techniques, we will cover a wide range of topics that are essential for B2B sales success.

B2B 52

B2B Objection handling Negotiate Technique 52

Gong.io

JUNE 19, 2018

Click the banner below to get our free, printable Demo Call Cheat Sheet ): Step 9 – Objection Handling: Here’s How the Pros Do It. You’ve just done an amazing demo, so why is your buyer voicing objections? With our objection handling techniques below, you’ll handle their objections like a walk in the park.

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

Sales Hacker

FEBRUARY 2, 2021

This process involves identifying potential clients who might be interested in your product or service. Sales prospecting is to find qualified leads that are close to being ready to buy the advertised business or service. An ICP is a summary of the perfect client for a company’s product/service. Preparation. Presentation.

Sales 112

Sales Cross-sell Pipeline Negotiate 112

Hubspot

AUGUST 15, 2013

Some awesome recent posts: Feel, Felt, Found Technique. Objection-Handling Technique: The Agreement Frame. Another Way of Handling Price Objections. Customer Service: How To Win Back Lost Customers. Who Couldn’t Use An Extra $10 Million In Sales? The Science and Art of Selling, by Alen Majer.

Elevator Speech 78

Elevator Speech Cold Call Inside sales Objection handling 78

The 5% Institute

MARCH 25, 2020

If they do, follow our objections handling framework and then ask for sale again. Related article: Overcoming Objections In Sales – A Step By Step Guide. First, you need to have had an excellent sales presentation that demonstrates how your product or service will specifically solve each of the issues they’ve raised.

Closing 75

Closing Objection handling Consult Presentation 75