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.

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Objection handling Technique Pitch Promote 115

Lead Fuze

JUNE 30, 2023

To be a successful salesperson, one must acquire the aptitude to excel in selling – whether as an employee of a large company or as the proprietor of a small business. We’ll also explore effective follow-up strategies using advanced tools like HubSpot, along with other beneficial resources for sellers. So keep trying.

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Objectives and Key Results Objection handling Technique Pitch 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

Gong.io

NOVEMBER 19, 2021

Here’s how you get out of this trap, with one magic heck-of-a-sentence about the sales objection they named: “If we somehow figured out how to solve that issue completely, what other obstacles would we have to overcome before moving forward?”. If the customer voices other obstacles, those may be the real sales objections you’re up against.

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Objection handling Technique Sales Pitch 108

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 69

Highspot

JANUARY 4, 2024

Needs Evaluation Evaluate the selling skills and competencies your sales team currently has versus what they need to excel. Whether your chosen methodology is consultative, Challenger, Sandler, or something else, it’s all about finding a framework that resonates with your sales team and enhances their natural selling style.

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Objection handling Pitch Sales Technique 52

The 5% Institute

JUNE 8, 2023

When clients raise concerns or express doubts, it’s crucial to address their objections effectively to move forward with the buying or selling process. This article aims to provide insights into handling real estate objections and equipping agents with the necessary techniques to overcome them.

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Real Estate Objection handling Transportation Finance 52

Highspot

SEPTEMBER 11, 2023

Keeping up with new products, trends, and customer expectations can feel like navigating a maze without a map. Sales training provides foundational knowledge and techniques to sellers, while sales readiness ensures they are prepped to engage with customers. Improving Your Sales Readiness Strategy Feeling ready to sell isn’t enough.

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Objection handling Sales Technique CRM 59

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.

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Objectives and Key Results Technique Objection handling Sales 145

Salesforce

FEBRUARY 19, 2024

Benefits of a playbook Sales plays to include in your playbook How to write an effective playbook How to keep your playbook up to date 7 sales playbook types and examples Make your enablement about results, not effort Close your revenue gaps and get more out of every rep — with Sales Programs delivered in your CRM. What are sales plays?

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Objectives and Key Results Technique CRM Follow-up 59

Highspot

OCTOBER 11, 2023

It’s vital to invest in continuous training and development programs to equip your sales reps with the latest industry knowledge, product information, and sales techniques. Sales readiness: Ensure reps aren’t just trained but are also ready to sell. Goal Setting Clearly communicate sales targets and expectations to your team.

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Objectives and Key Results Quota Technique Construction 59

Adaptive Business Services

JULY 27, 2022

I remember when I first got into B2B sales selling expensive office equipment. 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. If you screw up, own up.

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Objection handling Quota Pitch Technique 71

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.

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Objectives and Key Results Technique Manufacturing Objection handling 101

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.

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Objection handling Negotiate Consult Quota 126

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.

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Technique Sales Clients Consult 144

Gong.io

DECEMBER 19, 2019

Here’s why that happened (steady yourself for some bad news, my friend): Using social proof techniques during early-stage calls plummets eventual close rates by 47%. And if there’s one part of the discussion you’ll want to steer with a strong arm, it’s objection handling. Respond to objections by asking questions.

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Cold Call Objection handling Technique Sales 122

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.

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Objection handling Cross-sell Technique Sales 74

Veloxy

MAY 24, 2023

Let’s delve into the core elements that make up this dynamic metric and explore the formula for calculating sales velocity. Improving your conversion rates through effective sales techniques, personalized approaches, and tailored solutions can have a significant impact on your sales velocity. Learn more about sales enablement.

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Objectives and Key Results Pipeline Pharmaceutical CRM 130

Salesforce

OCTOBER 10, 2023

“When you’ve really got the stages in the right order in your sales cycle down, it frees you up to be connected with your prospect in the moment,” said Elyse Archer, CEO and founder of She Sells. He mentions that he’ll follow up in three days to see if the prospect is interested in buying. This is called a discovery call.

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Objectives and Key Results Negotiate Sales Technique 110

Highspot

JULY 6, 2023

With proven sales training strategies and ongoing coaching and enablement, reps will be ready to tackle the art of selling. Becoming a good salesperson involves much more than simply knowing your product; it’s a rich blend of product and market expertise, meaningful dialogue, solution-based selling, and emotional intelligence.

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Objectives and Key Results Negotiate Objection handling Pitch 52

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.

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Product Objection handling Sales Up-sell 92

Highspot

JANUARY 29, 2024

Here are some effective sales negotiation techniques that will help you build trust with prospects, close more deals , and streamline your sales cycle: 1. With any sales strategy , you need to confidently speak to the product you’re selling, the value it adds, and how to position it to decision-makers to engage them in a way that resonates.

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Negotiate Closing Objectives and Key Results Technique 52

Partners in Excellence

MAY 6, 2021

I stumble on one entitled “Selling Without Feeling ‘Salesy'” I didn’t listen to it, but it struck a nerve. The salesy terminology conjures up the worst images, including the sleazy manipulative stereotypes portrayed in movies like the Wolf of Wall Street, Boiler Room, Glengarry Glenross, Wall Street, or Cadillac Man.

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Sell Objection handling Technique Commission 62

Highspot

JANUARY 3, 2024

But here’s the good news: there are proven strategies and techniques that can turn the tide to your favor. The Benefits of a Closing Sales Training Strategy Sales closing training is more than just about learning techniques to close deals — it involves gaining insights and skills that can profoundly impact every stage.

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Closing Objectives and Key Results Negotiate Technique 52

The 5% Institute

JUNE 8, 2023

Providing Examples of Effective Sales Techniques During the interview, provide examples of sales techniques that have proven effective for you in the past. Discuss how you have built relationships with customers, handled objections , and guided prospects through the sales funnel.

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Closing Objectives and Key Results Technique Sales 52

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.

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Objectives and Key Results Sales Clients Objection handling 139

Gong.io

AUGUST 22, 2018

These sales conversations were recorded on web conferencing platforms, transcribed from speech to text, and tied to the sales outcomes they produced so we could analyze what selling behaviors correlate with success. Spend 15-20 minutes on this, and get a “spokesperson” from every group to present the best questions they came up with.

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Objection handling Cold Call Objectives and Key Results Sales 92

SalesLoft

JANUARY 16, 2024

Kristin and Sarah dive into the Salesloft platform to learn how it prioritizes sellers’ daily workflows, recommends follow-up timing and copy, provides AI-powered forecasting, flags potential issues with the buying committee, and orchestrates your deal cycles from start to finish so you never miss a target again. But that’s not all.

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Process GTM Objectives and Key Results Objection handling 52

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.

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Objectives and Key Results Sales Clients Objection handling 131

APACSMA

NOVEMBER 17, 2022

Buyers have changed and so how we sell should change too. Apart from buyer engagement, sellers need to be equipped with technology skills that involve AI, marketing and sales automation, lead generation AI tools, and remote working / virtual selling tools to improve the way they work and be more efficient with their sales operations.

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Objection handling Education B2C Relationship Management 52

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 85

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.

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Closing Objectives and Key Results Lead generation Sales 145

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?

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Objectives and Key Results Technique Objection handling Clients 75

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 Objection handling 98

The 5% Institute

JUNE 7, 2023

Definition of in-person sales In-person sales refer to the process of selling products or services through direct interactions between sales professionals and customers. These tools enable efficient management of leads, appointments, and follow-ups, ensuring no opportunities slip through the cracks. Introduction A.

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Represent Technique Sales Objection handling 52

Salesforce

JANUARY 3, 2024

As a sales leader, it’s your job to distribute this investment wisely and set your team up for success. Create agile frameworks for your organization With 82% of sales reps saying they’ve had to quickly adapt to new ways of selling amid global challenges, agility is one of the biggest competitive advantages a company can have.

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Retail Objection handling Sales Cross-sell 64

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.

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Technique Angle Profit margin Sales 95