Hubspot

MARCH 2, 2018

To be successful, reps must learn how to both discover and resolve these objections. What Is Objection Handling? Objection handling is when a prospect presents a concern about the product/service a salesperson is selling, and the salesperson responds in a way that alleviates those concerns and allows the deal to move forward.

Objection handling 101

Objection handling Contract Prospecting Up-sell 101

Cerebral Selling

SEPTEMBER 12, 2022

One of the biggest reasons salespeople fail to create a sense of urgency in the mind of their customers is because they mistakenly focus too heavily on business cases and not nearly enough on their customer’s emotional motivators (i.e. “We spoke to the customer a number of times and identified their key issues.

Customers 213

Customers Objectives and Key Results Objection handling Drivers/motivators 213

Partners in Excellence

NOVEMBER 21, 2024

How we reduce the time we need to spend doing research on our customers. Closing techniques, discovery hacks, objection handling gimmicks, proposal generation in 5 minutes, and more. It will send emails to customers and manage the responses. I suggest, “Are you spending more time with customers?

Objection handling 126

Objection handling Technology Technology Up-sell 126

Sales Gravy

APRIL 10, 2025

Fancy decks, CRM tagging, and custom email flows feel like progressbut they dont get the contract signed. Objection Handling If objections scare you, its because you dont practice. Objections arent stop signstheyre buying signals. Objection Handling If objections scare you, its because you dont practice.

Closing 80

Closing Objection handling Cold Call Contract 80

The 5% Institute

MAY 18, 2021

Making a great first impression in your sales conversations is key, and in this article, we’ll look at ten sales questions to ask customers to help you with this. Although there are various questions to ask a customer; we’ll be looking at it with the following structure: Rapport. Objection handling. Qualification.

Objection handling 140

Objection handling Objectives and Key Results Customers Sales 140

Partners in Excellence

FEBRUARY 13, 2025

Developing our objection handling skills, closing skills, is irrelevant to where they struggle in their buying process. If we want to create value, earning more business, then we have to be raising the bar on our abilities to help customers. Buyers are raising the bar, but they still struggle. Buyers are getting better.

Objectives and Key Results 81

Objectives and Key Results Objection handling Meeting Process 81

Partners in Excellence

OCTOBER 10, 2024

“Objections,” more specifically, “Objection Handling” have been a fundamental part of sales training, probably since the first sale. Our mindset about objections tends to be combative, it’s the customer resisting our pitches, objections are something to overcome.

Objection handling 62

Objection handling Technique Pitch Conversion 62

Veloxy

JANUARY 7, 2025

This is the foundation of your sales management, outlining the progression from prospect to customer. A sales cycle is the process your sales team goes through in order to close a sale with a customer. It traditionally has steps that include prospecting, engagement, qualification , presentation, objections and closing.

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

Cerebral Selling

JUNE 28, 2021

Yet in sales, we ask our reps to go out and ask our customers similarly contentious questions all in the name of moving our deals forward. It’s empathetic : you’re demonstrating a strong sense of self-awareness to your customer in ensuring your question and the reason behind it are clear and well-received. Likely not.

Customers 201

Customers Follow-up Start-ups Up-sell 201

Partners in Excellence

JANUARY 16, 2025

In selling, there is no end to the tools that claim to provide coaching, performance reporting tools, conversational intelligence, role play tools, social selling, prospecting/customer engagement, negotiation, objection handling, closing, time management. And this is exacerbated by all the AI adaptations and LLMs.

Objectives and Key Results 125

Objectives and Key Results Objection handling GTM Pipeline 125

Lead Fuze

DECEMBER 2, 2021

3 Objection Handling Script Examples & Techniques All Sales Professionals Must Conquer. 3 Common Objections (And Objection Handling Script). Below are three different ways to handle objections. Objection handling is value clarification. Objection handling is problem solving.

Objection handling 52

Objection handling Commission Prospecting Price 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. Objections are concerns, doubts, or questions raised by potential customers that prevent them from making a buying decision.

Objection handling 52

Objection handling E-commerce Real Estate Finance 52

SaaStr

MARCH 29, 2025

Founders are often the best salespeople early on because they know the product inside-out, theyre passionate, and customers love talking to the CEO. You need to close your first 10-20 customers yourself to deeply understand the sales process, objections, and what resonates with buyers. You Never Get to Leave Sales. Be specific.

Commission 77

Commission Objection handling Quota Sales 77

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

Partners in Excellence

JANUARY 25, 2024

In this post, I’m going to make the argument, that based on what I see in too many selling initiatives, is that we, as a community, have migrated from focusing on helping customers solve their problems to just beating the competition. While we claim to want to help the customer solve their problems, we aren’t.

Customers 139

Customers Objectives and Key Results Objection handling Growth 139

Veloxy

FEBRUARY 13, 2023

Did you know that asking questions makes it more likely for customers to approve of you? They allow salespeople such as yourself to better understand the customer’s needs, goals, and challenges. This is why open ended questions are great for gathering information and understanding the needs, wants, and pain points of a customer.

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

Partners in Excellence

JUNE 3, 2020

Some focus on skills like objection handling, closing, negotiation. ” As sales people, we have to think, “How am I helping my customers and prospects?” We often waste time by trying to help customers/prospects, who don’t need or want our help. Each has their own approach, models, techniques.

Objection handling 163

Objection handling Negotiate Consult Quota 163

Sales Hacker

MARCH 30, 2025

When faced with objections, agree with the prospect first to lower their defenses. Example objection handling: Prospect: “Were already working with [Competitor].” The AI decisioning platform transforms customer interactions with automation and machine learning, now scaling its impact as part of Braze.

Cold Call 72

Cold Call GTM Objection handling Sales 72

Highspot

APRIL 1, 2025

AI’s role: Challenges you to weigh data, such as customer lifetime value (CLV) and pricing benchmarks, against instinct. If your team often battles last-minute customer demands, create a scenario simulating a persistent client with shifting requirements. Mindset: Open to coaching, resistant to feedback, or lacking self-awareness.

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

Sales Pop!

SEPTEMBER 13, 2024

These tasks take time away from focusing on strategic work and building customer relationships. This allows sales professionals to focus on customer interactions and strategy. Customize Coaching Prompts : Set up prompts in the AI to guide reps through the sales process. for live insights during sales calls.

Objectives and Key Results 130

Objectives and Key Results Objection handling CRM Pipeline 130

Cerebral Selling

APRIL 6, 2021

Customer budgets shifted and evaporated overnight. The things your customer values change quickly. ROI is an objective statistic. Over the past year, the best sellers have continuously asked themselves, “How have the things my customer values changed?” Related video: What your customers value has changed!

Sell 140

Sell Objection handling Hospitality Pitch 140

Partners in Excellence

JULY 5, 2022

The customer has a point of view that differs from that we wish they would have. The customer has “objections.” ” Millions are spent, every year, on “objection handling techniques.” The word “objection,” is an adversarial word. We encounter them all the time.

Objection handling 133

Objection handling Legal Technique Gaming 133

Sales Pop!

JULY 3, 2024

A productive sales team can boost profits, improve customer service, and create a respected brand. These behavioral interviews gauge how candidates handle different sales situations and customer interactions. Role plays observe their capability in engaging potential purchasers, handling objections, and closing deals.

Non-Profits 130

Non-Profits Teamwork Objection handling Commission 130

Highspot

OCTOBER 22, 2024

Here are tips to ensure your customer-facing teams are aligned on a standardized process to perform – so you can increase consistency in reps’ abilities to hit their targets. By providing contextual guidance, you can more easily standardize sales performance – as customers who use Plays report a 12% increase in win rate on average.

Process 52

Process Objection handling Quota Negotiate 52

Sales Hacker

FEBRUARY 15, 2018

The Revenue Summit is the only conference with a true focus on aligning sales, marketing and customer success through the lens of technology, empowering B2B leaders to accelerate full funnel growth. of Sales & Customer Ops, Zendesk. SAN FRANCISCO, CA – Feb. Who Is The Revenue Summit For? Ran Xiao – Dir.

Cold Call 86

Cold Call Customers Objection handling Education 86

Partners in Excellence

JANUARY 17, 2019

She told the customer, “You may want to also consider this… ” I don’t really know what it was, but the lady asked some questions. They talked “hair stuff” for a few minutes, the customer bought the shampoo and the other bottle. ” She went on to say that her customers wanted to look good.

Sell 105

Sell Objection handling Commission Appointment 105

Highspot

OCTOBER 29, 2024

It ensures reps get relevant feedback when they need it, supporting their skill development and preparing them for customer conversations while allowing managers to conduct more focused and impactful coaching sessions. AI acts as a customer or prospect, providing feedback and coaching based on the rep’s performance.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

Partners in Excellence

MARCH 26, 2018

But as the discussion progressed, it was clear the CEO didn’t understand who their customers were. They also didn’t understand why their customers were buying, in fact it wasn’t clear that they understood what problems they were solving for the customer–their win rate was 1.7%.

Sell 82

Sell Objection handling Customers Up-sell 82

Highspot

MARCH 6, 2025

Raise the performance bar: Actionable feedback helps reps refine their sales techniques, objection handling , sales presentation skills, and pipeline management. Each type brings its strengths, tailored to your sales objectives. How do customers view the reps approach? Are they happy with their interactions? Did you know?

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Sales 52

Closing Bigger

JULY 21, 2014

Many variables can impact our chances of closing a deal, they include but are not limited to: industry, geography, financial situation of the customer, product quality, the customer mood or sentiment and a variety of other influences. This intent limits the customer experience in many cases and also misses larger opportunities.

Conversion 138

Conversion Objection handling Sales Price 138

Partners in Excellence

JUNE 16, 2014

” “What’s the best way to handle the objection?” ” “How do I close the customers?” OK, I’m exaggerating quite a bit–there’s a lot great sales skills training and important concepts that help improve our ability to connect with customers. No related posts.

Objection handling 119

Objection handling Technique Sales Closing 119

Partners in Excellence

MAY 13, 2022

They may be more narrowly focused on specific skills like objection handling, prospecting, closing, negotiation. Whether it is switching vendors, improving operations, addressing new opportunities, solving a problem; what we are asking our customers to do is change. And, as a result, both we and our customers fail.

Sell 121

Sell Objection handling Negotiate Customers 121

Partners in Excellence

APRIL 3, 2024

The same objection handling and closing techniques, Carefully constructed phraseology no longer resonates because everyone else is using the same technique. ” We would focus our time on how we connect most effectively and impactfully with the customer? And the answers ChatGPT gives us are the same it gives everyone else.

Objection handling 143

Objection handling Construction Technique Drivers/motivators 143

Partners in Excellence

MAY 30, 2023

We may have “invented” a customer buying process that aligns with our desired process–Defining Problems, Identifying Alternatives, Identifying Needs, Assessing Alternatives, Choosing A Vendor. It hasn’t changed since I started selling, despite all the data showing us customers don’t buy that way.

Objection handling 133

Objection handling Quota Entertainment Up-sell 133

Partners in Excellence

MAY 17, 2021

One of the things I learned as a beginning sales person was to learn the language of my customers. We have to talk to developers, engineers, operations people, HR, financial, customer service, manufacturing, and other groups that have different languages, processes and issues. And we have a mismatch with so many of our customers.

Objectives and Key Results 142

Objectives and Key Results Technique Manufacturing Objection handling 142

Partners in Excellence

JANUARY 13, 2019

Sales is no different, we have our own vocabulary, terms like prospecting, qualifying, objection handling, pipeline, funnel, discovery, closing, quota. Along with those, we develop tools that help us with those things, for example, objection handling techniques, closing techniques, qualifying techniques, and so forth.

Objection handling 91

Objection handling Technique Construction Finance 91

SaaStr

DECEMBER 17, 2020

2: “Stop Losing Customers: 5 Steps to Creating Customers for Life with Freshworks” A very popular deep-dive on SMB customer success with $100m+ ARR Freshworks. #3: 4: “The Art of SaaS Negotiations: 3 Steps to Develop an Objection Handling Framework with Pandadoc.” Just do it! #4:

Objection handling 99

Objection handling Niche Negotiate Growth 99