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

Score More Sales

SEPTEMBER 26, 2014

Some have initiated ideas, others are in a contract and not looking yet – how could you possibly say the same thing to people in those two scenarios and have it make sense? Objection Handling. Also, buyers are at different points of the buying process when you reach out to them. The Shocking Value Statement. Motivate to Act.

Sell 90

Sell Objection handling Pitch Contract 90

Outreach

APRIL 9, 2019

The outbound sales process generally adheres to the following sequence: Prospecting Research Connecting Needs Assessment Presentation/Proposal Follow Up Negotiation/Objection Handling Closing In outbound sales, sellers initiate the relationship and drive interactions with target B2B buyers. Close deal B2B Sales Tools & Technology.

B2B 65

B2B Process Objection handling Negotiate 65

Lead Fuze

JULY 18, 2023

We will explore common objections you might encounter during prospecting or follow-up calls such as price, budget, competitor comparisons, and timing issues. You’ll learn about the LAER method for objection handling – a proven strategy that can help you address your prospect’s concerns professionally and persuasively.

Objection handling 52

Objection handling Cold Call Contract Pitch 52

Sales Hacker

FEBRUARY 2, 2021

Be ready with responses to your prospect’s objections. RELATED: Check out our tips on objection handling. Contract Negotiation: All stakeholders involved understand the value and have an order form in hand–payment terms and price are negotiated at this point, if necessary. Closing the sale. Closed-Won: =].

Sales 111

Sales Cross-sell Pipeline Negotiate 111

Sales Hacker

JANUARY 22, 2020

More and more people in sales are finding that rigorous follow-ups, a solid pitch, and great objection handling skills just aren’t cutting it anymore (at least not on their own). With the rise of social selling , everyone is vying for a spot among the thought leaders. In the worst cases, this can even end in attrition.

Quota 101

Quota Objectives and Key Results Sales Objection handling 101

Gong.io

SEPTEMBER 22, 2021

Objection handling. How well do your reps respond when buyers raise objections? Watch these metrics to see whether your plan to improve your deal size works: ACV (annual contract value). Watch the average amount of revenue generated by a single contract in a year. Sales analytics to improve deal size.

Cold Call 132

Cold Call Objectives and Key Results Sales Price 132

Sales Hacker

NOVEMBER 5, 2018

As soon as you sign a long-term contract, they switch you to an entry level SDR. ” Ensure Quality Training : When you spot any mistakes in messaging, objection handling, or how to react to competitors, there should be someone training the SDR, and the training should be good.

Lead generation 94

Lead generation Profit margin Tradeshows Objectives and Key Results 94

Gong.io

JULY 6, 2018

Set an upfront contract: This simply means that you’re getting the prospect to agree to schedule a next step (or ending the meeting without one clearly) at the beginning of the meeting. Sales Call Tip #17: Avoid a Nervous Monologue After Objections. Objection handling situations are actually a good thing.

Cold Call 103

Cold Call Objection handling Pitch Sales 103

Sales Hacker

MAY 31, 2019

Spend your dollars and cents on tools that help you win more and help raise your ACV (average contract value). Objection handling, negotiation, and closing skills are necessary traits to being successful in sales. Follow the money. Where are you missing the mark in terms of lost deals or over-discounting? Combat Training.

Objection handling 73

Objection handling Technology Technology Commission 73

Gong.io

JULY 11, 2022

An inside AE ( Account Executive ) takes meetings booked by BDRs or directly by the buyer, presents product demonstrations, and closes contracts. Inside sales tend to have shorter sales cycles than outside sales, but they also represent a lower ACV (Annual Contract Value). Negotiating and closing contracts. Image Source ).

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Highspot

NOVEMBER 9, 2023

Objection Handling Access to Resources: The digital sales room provides easy access to objection-handling templates, such as objection rebuttal guides, case studies, and success stories. Data Analysis: Sales teams can analyze objection data to refine their objection-handling strategies and materials.

Objectives and Key Results 59

Objectives and Key Results Objection handling Teamwork Sales 59

Hubspot

JUNE 21, 2023

If they're still on the line after four seconds of silence, follow up with: “Let me ask you — are you currently under contract with Vendor X?” This response not only relieves the tension of the silence, but it also lets the prospect know that you‘re not going to attack their decision — you’d simply like to gather some more information.

Contract 81

Contract Cross-sell Prospecting Follow-up 81

SaaStr

JANUARY 21, 2020

My velocity lane, PatientPop’s SMB SaaS, eight units a month, $13,500 contract. Calls, emails, connect rate, demos, performs, wins, average contract value. It helped bump customers into annual contracts and it helped people set great expectations so that customers didn’t churn. They came from medicine, right?

Quota 132

Quota Sales Healthcare Territory 132

Gong.io

JUNE 11, 2021

Your sales enablement strategy to turbo-charge win rates must include: Objection handling training. Objections. For example, when setting an upfront contract (“My main concern is…”) to when to approach certain topics (i.e. . #2: Mechanisms to boost sales effectiveness.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

SalesLoft

FEBRUARY 26, 2013

Using clever objection-handling techniques insults your prospect’s intelligence [ Tweet This ]. Many people are afraid of giving away their ideas before a contract is signed, but often that’s the best way to win business [ Tweet This ]. The more data you have that supports your proposal, the better [ Tweet This ].

Sell 52

Sell Objection handling Price Contract 52

Openview

JULY 23, 2018

Do we know who can sign the contract? The “what” boils down to two things that never change: 1) the reasons—both rational and emotional—why a prospect wants to buy from you, and 2) the comprehensive set of steps required to vet your product and sign a contract. The most challenging part of a sales call can often be objection-handling.

Objectives and Key Results 62

Objectives and Key Results Process Contract Sales 62

Gong.io

NOVEMBER 9, 2022

The more information your reps can gather, the better they will be able to overcome common objections. Improve this step by: Making your reps brush up on the best objection-handling techniques. Reframing the objection. Or when they handle the buyer’s first objection. Starting with a question.

Pitch 62

Pitch Cold Call Sales Referrals 62

SaaStr

MARCH 12, 2019

It was all about getting the contract. Once you had the contract, all the servers were set up, you flew in your professional services people, it took six months to set it up, it took six months to train people, and the product sucked, but it didn’t matter. When your contract values are over six months, you get promoted.

Growth 106

Growth Cross-sell Contract X-functional 106

Gong.io

OCTOBER 9, 2018

What does good objective handling look like? How you send a contract. Our second sales onboarding tip dovetails off the tip number one… You should show your reps what ‘good’ looks like at each stage of the sales cycle. This means getting scenario-specific: What does a good discovery call look like?

Quota 59

Quota A/B testing Sales Objection handling 59

Gong.io

APRIL 27, 2018

Set an upfront contract: By doing this, you’re getting the prospect to agree to schedule a next step (or ending the meeting without one clearly) at the beginning of the meeting. Click the banner below to get our free, printable Demo Call Cheat Sheet): Sales Call Step 5: Overcome Objections. Objection handling.

Closing 48

Closing Objectives and Key Results Objection handling Price 48

Gong.io

MAY 27, 2018

Set an upfront contract: By doing this, you’re getting the prospect to agree to schedule a next step (or ending the meeting without one clearly) at the beginning of the meeting. Click the banner below to get our free, printable Demo Call Cheat Sheet): Sales Call Step 5: Overcome Objections. Objection handling.

Closing 48

Closing Objectives and Key Results Objection handling Price 48

Gong.io

NOVEMBER 2, 2022

Say you handle that sales objection as recommended and you close the deal. If your objection handling didn’t go as planned, the AI integrates this feedback into its algorithm to provide a more accurate recommendation next time. This creates a positive feedback loop, and the AI “learns” that the recommendation worked. .

Sales 62

Sales Objection handling Follow-up Prospecting 62

Gong.io

MARCH 26, 2021

Because training is the lever that fuels all other initiatives (new products, multi-year contracts, or sales methodology – you name it). The best of the best reps leverage mentions for positive moments, such as clever objection handling, driving concrete next steps, and so on. Sales training is the most underrated growth driver.

Drivers/motivators 62

Drivers/motivators Sales Pipeline CRM 62

Gong.io

JUNE 19, 2018

Click the banner below to get our free, printable Demo Call Cheat Sheet ): Step 9 – Objection Handling: Clear Friction from the Sales Process. 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 48

Process Objectives and Key Results Cold Call Objection handling 48

PandaDoc

APRIL 3, 2023

In it, you can also add information about all the proposals , quotes , and contracts your salespeople should use. Typically, this is also when sales reps need to send a contract agreement; you can use our agreement template library to find an agreement that fits your use case.

Objectives and Key Results 52

Objectives and Key Results Negotiate Contract Represent 52

The 5% Institute

JUNE 8, 2023

Share success stories where your closing techniques have resulted in signed contracts or purchase orders. Effective sales techniques to discuss in an interview include consultative selling , relationship building, objection handling, and closing techniques such as trial closes and creating a sense of urgency.

Closing 52

Closing Objectives and Key Results Technique Sales 52

Gong.io

JANUARY 25, 2019

The best candidates will maintain their composure and even start using objection handling techniques. Walk me through one of your most strategic sales cycles, from contact to contract. I learned this move from the late Chet Holmes (an absolute legend). Why do you say that?” they will calmly ask.

Sales 80

Sales Quota Drivers/motivators Objection handling 80

Gong.io

JULY 6, 2018

Set an upfront contract: This simply means that you’re getting the prospect to agree to schedule a next step (or ending the meeting without one clearly) at the beginning of the meeting. Sales Call Tip #17: Avoid a Nervous Monologue After Objections. Objection handling situations are actually a good thing.

Cold Call 54

Cold Call Objection handling Pitch Sales 54

Lead Fuze

NOVEMBER 30, 2021

More and more people in sales are finding that rigorous follow-ups, a solid pitch, and great objection handling skills just aren’t enough. Can you describe your process for staying up to date on current developments in your business or target demographic. With the rise of social selling (i.e.,

Quota 52

Quota Objection handling Sales Follow-up 52

SBI

JULY 17, 2018

Modern learning solutions empower organizations to act on leading indicators like sales stage competency levels and subject mastery so they don’t have to waste opportunities waiting for lagging indicators — like win rate and average contract value — which only surface once deals are won or lost.

Objectives and Key Results 38

Objectives and Key Results Objection handling Contract Technology 38

PandaDoc

JUNE 11, 2024

While B2B sales methods might vary depending on the industry, there are seven essential steps: prospecting, qualifying, connecting, pitching, objection-handling, closing, and nurturing. Activities might include delivering a proposal, negotiating price and payment terms, and drafting a contract. And that’s not all.

B2B 52

B2B Process B2C Objectives and Key Results 52

Lead Fuze

JANUARY 1, 2022

If your prospect does not buy into what you are saying, be ready with a response to their objections. I was also wrong about my objection handling. Contract Negotiation: The buyer and seller know the value of an item, so they negotiate on price if necessary. Closing the sale. Closed-Won:=].

Commission 52

Commission Sales Cross-sell Pipeline 52

Highspot

JANUARY 3, 2024

Proposing a formal agreement: Share a detailed proposal or contract with the sale terms, which becomes binding upon signing. Overcoming objections: Plan discussions or meetings to resolve any reservations or issues the prospect might have regarding the agreement.

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

Gong.io

JUNE 8, 2022

Because nothing grabs a buyer’s attention faster than talking about what they could lose (market share, deal size, annual contract values, etc.). They focus on objection handling , active listening, presenting skills, storytelling, and more. (As Economic buyer : Who has profit and loss responsibility?

Process 62

Process Objectives and Key Results Quota Sales 62

Hubspot

MARCH 2, 2018

I don't want to get stuck in a contract.". I'm locked into a contract with a competitor.". "I To be successful, reps must learn how to both discover and resolve these objections. What Is Objection Handling? Objections are generally around price, product fit, competitors, and good old-fashioned brush offs.

Objection handling 101

Objection handling Contract Up-sell Prospecting 101

Salesforce

JANUARY 18, 2024

Check out our objection-handling-tips for more guidance.) You can make this easy by sending a PDF contract with an electronic signature (e-sign) field. Barnes suggests combining your prepared responses with the “feel, felt, found” formula: “I understand how you feel. Others have felt the same way about [our product].

Process 59

Process Real Estate Objectives and Key Results Cross-sell 59