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

Gong.io

APRIL 27, 2018

Objection handling techniques, tips, and tricks for sales are all over the Internet. So what makes this the BEST post about objection handling you’ll ever read? But, the way successful salespeople were handling sales objections were golden and we wanted to share them as well. Our team at Gong.io

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Objection handling Technique Price Sales 48

Gong.io

APRIL 27, 2018

Objection handling techniques, tips, and tricks for sales are all over the Internet. So what makes this the BEST post about objection handling you’ll ever read? But, the way successful salespeople were handling sales objections were golden and we wanted to share them as well. Our team at Gong.io

Objection handling 48

Objection handling Technique Objectives and Key Results Price 48

Partners in Excellence

JUNE 3, 2020

We tend to overcomplicate things, particularly selling and leadership. Each has their own approach, models, techniques. Some focus on skills like objection handling, closing, negotiation. Some focus on skills like objection handling, closing, negotiation. Billions are spent on training of all sorts.

Objection handling 166

Objection handling Negotiate Consult Quota 166

Sales Pop!

JULY 3, 2024

Concentrate on consultative selling techniques, objection handling, and effective closing strategies to increase conversion rates. It should be done by providing the selling team with all necessary items, including updated product details, sales tools, and technology support services.

Non-Profits 130

Non-Profits Teamwork Objection handling Commission 130

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. When a manager asks about the pipeline, we don’t conjure up sewage systems, water or gas pipelines and the associated pumps and valves.

Objectives and Key Results 145

Objectives and Key Results Technique Manufacturing Objection handling 145

Highspot

OCTOBER 29, 2024

When sales managers don’t have the bandwidth to set up personalized coaching sessions for each rep on their team, it may be time to use AI sales coaching – your always-on coaching assistant. This ensures that reps have access to the most effective and up-to-date sales strategies and techniques.

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Objectives and Key Results Sales Pitch Objection handling 64

Lead Fuze

DECEMBER 2, 2021

3 Objection Handling Script Examples & Techniques All Sales Professionals Must Conquer. But only if they are prepared and know what objections might come up along the way. No sale is perfect, and when objections come up, the question becomes what are you going to do? Consultative Selling Script.

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Objection handling Commission Prospecting Price 52

Sales Pop!

SEPTEMBER 13, 2024

This leaves less time for actual selling. Set Up the Integration : Connect the AI tool to your email, calendar, and CRM system. Customize Coaching Prompts : Set up prompts in the AI to guide reps through the sales process. Monitor Performance : Track metrics like talk-to-listen ratios and objection handling with AI tools.

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Objectives and Key Results Objection handling CRM Pipeline 130

Partners in Excellence

MAY 18, 2014

Probably more “selling,” happens outside the sales profession than within the profession. That “selling,” isn’t measured by revenue or quote, but it happens every minute of every hour of every day. These great “sales people,” simply don’t give up. No related posts.

Sell 125

Sell Manufacturing Objection handling Technique 125

The 5% Institute

OCTOBER 3, 2021

Want to know exactly how to handle sales objections with the 3 F’s method? The 3 F’s method is popular in the world of sales, because it can be an effective technique to overcome sales objections, without breaking rapport. Below is a related article, in regard to tie down sales techniques.

Objectives and Key Results 145

Objectives and Key Results Technique Objection handling Sales 145

Sales Pop!

SEPTEMBER 5, 2024

However, research indicates that up to 75% of sales professionals do not consistently follow their sales methodology during customer interactions. This inconsistency can lead to several issues, including: Missed Steps : Important steps in the sales process, such as qualifying the lead or following up at the right time, may be overlooked.

Objectives and Key Results 130

Objectives and Key Results Objection handling Technique Follow-up 130

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

Highspot

APRIL 1, 2025

Traditional onboarding can take up to 26 weeks at the executive level; AI role-play cuts this time dramatically. They are all waiting for you to screw up your script so they can tell you about it. This approach provides data-driven insights that help managers develop techniques and measure continuous improvement.

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

Highspot

APRIL 20, 2025

Short, targeted sessions are ideal for teams juggling meetings, calls, and prospect follow-ups. Microlearning increases knowledge retention by up to 80% compared to traditional training formats. Sales enablement: A role-play scenario to refine the SPIN selling technique or tackle pricing objections. Keep it short.

Go To Market 52

Go To Market GTM Objectives and Key Results Objection handling 52

Gong.io

NOVEMBER 22, 2021

Instead of simply steamrolling through their objection, own it. Fall on your sword and acknowledge their objection. This tactic is the first step in preventing a buyer from hanging up on you, ending the call seconds after they answer. These are all simple, direct, and reasonable ways to validate a buyer’s objection.

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Cold Call Objection handling Technique Follow-up 117

Highspot

MAY 15, 2025

Youll get a partner enablement planning canvas to help you align your teams, identify gaps, and set your partners up for success. 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. This is not reality.

Healthcare 52

Healthcare Objectives and Key Results Niche Finance 52

Highspot

MARCH 6, 2025

Gartner found that 67% of sales reps say sales leadership is disconnected from day-to-day selling realities. Evaluating sales performance closes that gap, letting sales reps share valuable insights, objections, wins, and roadblocks. Theyre on the front lines; their input can refine your sales objectives while keeping them engaged.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Sales 52

The 5% Institute

MARCH 28, 2022

A sales playbook (also known as a sales process or selling process) is key to consistently succeeding in sales. 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.

Technique 144

Technique Sales Clients Consult 144

The 5% Institute

APRIL 14, 2021

A famous quote associated with selling is “If you try to serve everyone, you end up serving no one”. There are a number of various question types you should be using in your day to day sales conversations: Tie down sales techniques. Topic #6 – Help People Sell Themselves. Assumptive close questions. Open ended questions.

Objectives and Key Results 139

Objectives and Key Results Sales Clients Objection handling 139

Sales Hacker

NOVEMBER 1, 2019

They end up having little respect for us towards the end, which is why they either keep asking for things (discounts) or they just flat out disappear on us and don’t even give us the courtesy of a callback. Often, sales reps jump to discounting to speed up negotiations. Always maintain the forward momentum.

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Negotiate Objection handling Pipeline Cold Call 102

Gong.io

FEBRUARY 1, 2019

For example, it probably feels right and intuitive to do a “ramp up” product demo. That’s when you start your demo from the ground up, build anticipation, and do a “grand finale” at the end, For most people, that seems like the right way to approach a product demo. The first product demo was all lead up. And you know what?

Product 132

Product Objectives and Key Results Objection handling Pitch 132

The 5% Institute

JANUARY 15, 2021

A famous quote associated with selling is “If you try to serve everyone, you end up serving no one”. There are a number of various question types you should be using in your day to day sales conversations: Tie down sales techniques. Topic #6 – Help People Sell Themselves. Assumptive close questions. Open ended questions.

Objectives and Key Results 131

Objectives and Key Results Sales Clients Objection handling 131

Highspot

JANUARY 9, 2024

Each stage requires specific selling skills to satisfy prospect needs. Objection handling: Sales reps address any concerns or doubts the prospect might have, showcasing their expertise and the value of their solution. It plays a pivotal role in nurturing top selling talent who contribute to company growth.

Technique 52

Technique B2B Cross-sell B2C 52

The 5% Institute

AUGUST 9, 2021

Pick a niche that you want to serve and sell to. Objection handling, and then again – ask for the sale. Inbound prospecting is the method of setting up lead generation systems, where the leads come to you. There are a number of key things you’ll need to focus on to ensure you’re successful. Know your ideal audience.

Closing 145

Closing Objectives and Key Results Lead generation Sales 145

Gong.io

NOVEMBER 12, 2021

The goal of prospecting is to sell the meeting. In this prospecting call, that’s your only objective: Land the meeting and move the buyer down the funnel. . Instead, focus on selling the meeting. #2 You’ve sent a (long) follow-up email. Something that “wakes up” the brain. This sounds crazy, right? A new speaker.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Hubspot

OCTOBER 9, 2019

As your sales process evolves, it's important to keep your skills relevant and up to date. Courses or certifications can specialize in sales skills such as sales presentations, sales methodology, social selling, or sales coaching. Getting comfortable breaking up with prospects. Overcoming common objections.

Technique 101

Technique Angle Profit margin Sales 101

Partners in Excellence

FEBRUARY 28, 2022

Everyday we are deluged with tips, techniques, hacks, and tricks to improve our ability to prospect, sell, win, achieve quotas. I have come up with the definitive piece of sales advice. The great thing is this piece of advice can apply broadly, helping you in virtually every aspect of selling. ” Feel let down?

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Objection handling Technique Sales Up-sell 94

SaaStr

MARCH 25, 2023

Or when a VP of Sales used to selling to a sales or marketing persona sells a complex vertical product requiring a lot of domain knowlege. Or when a VP of Sales used to selling to business people has to sell an API to developers. Help them get up to speed. Competitor threats and objection handling.

Product 116

Product Objection handling Sales Up-sell 116

Partners in Excellence

MARCH 10, 2021

BTW, Hank Barnes has a fascinating follow up on that in his post, No Decisions Should Rarely Be A Surprise.). The issue is, If our customers fail in their change management issues, then however well we try to sell, Stated differently, if we want to be more successful in selling, we have to help our customers succeed.

Cross-sell 82

Cross-sell Objection handling Technique Sales 82

Sales Hacker

APRIL 5, 2018

How to Sell Over the Phone: Rookie Mistakes to Avoid. 1) Not picking up on pain or interest signals. 2) Failing to recognize and overcome objections. 1) Not Picking up on Pain or Interest Signals. When you think of objection handling from that point of view, everything changes. 3) Losing control of the call.

Cold Call 91

Cold Call Objection handling Technique Sales 91

Sales Hacker

SEPTEMBER 11, 2019

Have an idea of when each step should be taken, from first contact to following-up, all the way to actually closing the deal. Have an idea of the price average for what you are selling, and know what the market demands and tendencies are. RELATED: Objection Handling Techniques For Negotiating In Sales: How To Earn Your Worth.

Negotiate 111

Negotiate Closing Objectives and Key Results Objection handling 111

The 5% Institute

MAY 6, 2020

Handle objections. These consultative steps are powerful, because when used correctly, you’ll close a deal by helping your potential client sell themselves , rather than you do all the selling. Related article: Positioning In Sales – How To Sell Effectively. Ask for the sale. To Close A Deal – You Need Consistency.

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Closing Objectives and Key Results Technique Consult 98

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

Hubspot

DECEMBER 13, 2023

For example, if you sell CRM software, you might conduct a demo call to show the prospect how your system can streamline their sales processes and improve customer relationships. Objection Handling Call During an objection handling call, you address and overcome any objections or concerns that the prospect raises.

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Objection handling Negotiate Cross-sell Contract 87

The 5% Institute

MAY 25, 2021

Selling new homes; although lucrative, can also be very competitive. Pick a niche that you want to serve and sell to. Objection handling, and then again – ask for the sale. Inbound prospecting is the method of setting up lead generation systems, where the leads come to you. Know your ideal audience.

Consult 119

Consult Objectives and Key Results Sales Lead generation 119

Gong.io

JUNE 19, 2018

They are about selling your value to pique their interest enough for a meeting. You can get away with “pitches” for up to 37 seconds : Stats show that if your spiel is too short — 25 seconds or less — you’re half as likely to book a meeting as a rep who talks for longer: Shocking, isn’t it? Or use the runner up: “How are you?”.

Process 103

Process Objectives and Key Results Cold Call Objection handling 103