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. I refer to this in my objection handling course as “ turning the future into the past ”).

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Customers Objectives and Key Results Objection handling Drivers/motivators 213

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

Sales Hacker

MARCH 30, 2025

Motivate with gamification and incentives. When faced with objections, agree with the prospect first to lower their defenses. Example objection handling: Prospect: “Were already working with [Competitor].” Equip your team with the right tools (and training!).

Cold Call 72

Cold Call GTM Objection handling Sales 72

The 5% Institute

MAY 18, 2021

Objection handling. For a sale to occur, you need two emotional drivers. A big reason as to why the “I need to speak to” sales objection comes up, is because you’re not learning early who the purchasing decision makers are. Qualification. Read on to learn our recommended sales questions to ask customers.

Objection handling 140

Objection handling Objectives and Key Results Customers Sales 140

Cerebral Selling

APRIL 6, 2021

ROI is an objective statistic. And these feelings are the TRUE driver of buying behavior. Softening statements acknowledge the validity of the objection and act as a calming mechanism. Related article: 3 Objection-Handling Lessons from Pandemic Politics. The best sellers lead their customers into the future.

Sell 140

Sell Objection handling Hospitality Pitch 140

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. When we finally find these shortcuts, they don;t last very long because everyone else is doing the same thing. And the answers ChatGPT gives us are the same it gives everyone else.

Objection handling 143

Objection handling Construction Technique Drivers/motivators 143

Highspot

MARCH 6, 2025

Conducting sales performance reviews flips the script, offering clarity, coaching, and motivation. Raise the performance bar: Actionable feedback helps reps refine their sales techniques, objection handling , sales presentation skills, and pipeline management. Praise improves employee engagement and keeps them motivated.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Sales 52

Closing Bigger

JULY 21, 2014

If it’s not an ideal fit we often have to rely on hard closes, discounting and heavy objection handling. We also move the conversation to a place where it’s less price focused and more about the true underlying needs and motivations of the customer. We have laid the foundation for a lifetime customer.

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Conversion Objection handling Sales Price 138

Highspot

OCTOBER 29, 2024

Everyone has different learning styles, is at different stages in their career, and even different motivations. This tool acts as a virtual assistant that provides real-time guidance during sales calls, offering suggestions for objection handling, tailoring pitches, and delivering compelling messages.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

The 5% Institute

DECEMBER 12, 2019

Objection handling. For a sale to occur, you need two emotional drivers. A big reason as to why the “I need to speak to” sales objection comes up, is because you’re not learning early who the purchasing decision makers are. Qualification. Read on to learn our recommended questions to ask a potential client.

Clients 98

Clients Objection handling Objectives and Key Results Follow-up 98

Salesforce

NOVEMBER 15, 2024

So as an SDR manager, how can you ensure your team stays motivated, engaged, and productive in such a demanding and often thankless role? Together, we will uncover actionable insights that will elevate your team’s performance and ensure they remain motivated and fulfilled throughout their journey.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

The 5% Institute

JULY 4, 2019

Motivation. To help you with this sales meeting tip, check out our step-by-step motivation guide here. Objection handling are a great sales meeting idea. Another common and effective sales meeting idea is role-play; primarily around objection handling.

Meeting 98

Meeting Objection handling Lead generation Finance 98

The 5% Institute

AUGUST 15, 2019

Tip #3 – Objection Handling. Does your team know how to handle the “ I need to speak with ” objection; or perhaps the “ I’m not interested ” objection? Use this opportunity to brainstorm how to work with different objections, and focus on a sales process , rather than sales scripts.

Meeting 98

Meeting Objection handling Drivers/motivators Sales 98

Gong.io

FEBRUARY 1, 2019

People are more motivated to NOT lose $25,000 they already have than they are motivated to earn an extra $25,000. And there’s one other part of the discussion you’ll want to steer with a strong arm: objection handling. Hearing buyers’ objections can throw some people off their game.

Product 132

Product Objectives and Key Results Objection handling Pitch 132

Sales Hacker

FEBRUARY 16, 2023

Here are 5 ways to teach your team to handle rejections, objections, and losses, and come back up swinging. Practice objection-handling Prepare your sellers in advance on how to handle objections before they are even stated. But that doesn’t mean they should create an open door for it.

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Objection handling Pipeline Sales Drivers/motivators 120

Partners in Excellence

SEPTEMBER 12, 2016

” We went through a discussion of the level of expertise in manufacturing, the need to really understand their manufacturing processes, metrics and drivers. How do you position value in ways that are meaningful to them?” I then asked him, “Who is the best person in your company at having those conversations?

Manufacturing 105

Manufacturing Objection handling Drivers/motivators Up-sell 105

Gong.io

JUNE 10, 2019

Personal motivation. … but you’re weak at, say, objection handling. Average salespeople jump straight to answers more often: Great salespeople clarify what’s causing the objection before jumping to an answer. Again, take note: This difference in objection handling habits isn’t massive. Prospecting.

Objection handling 91

Objection handling Sales Negotiate Pitch 91

Outreach

FEBRUARY 11, 2022

How many times have you wished there was a killer speech or inspirational video you could share with your salespeople that would give them all the motivation they need to crush their monthly numbers? This approach engages and motivates more experienced or senior-level salespeople to guide their peers in the right direction.

Drivers/motivators 52

Drivers/motivators Objectives and Key Results Intrinsic Sales 52

PandaDoc

MARCH 25, 2025

Objection handling: Customers may have concerns about pricing, competitors, or implementation. Organizations can optimize the sales process and improve win rates by understanding buyer motivations, addressing objections, and using tools like CPQ, CRM, and proposal management software.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

CloserIQ

OCTOBER 30, 2018

This includes those who are good at cold calling, objection-handling, closing and cross-selling. Employee motivation isn’t always just about money. Highly motivated sales reps who value their independence may fare well from creating their own plan for growth. Actionable takeaways. 4) Create a plan for growth.

Objectives and Key Results 98

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

Sales Hacker

JANUARY 11, 2018

Demos, objection handling, closing. Also called self-motivation, hunger, or grit, this trait refers to the relentless pursuit of goals even amid energy-sapping challenges. Just like a project, sales consists of tasks and activities. These activities commonly include: Prospecting. Lead generation. Lead qualification.

Cold Call 107

Cold Call Objection handling Technique Pipeline 107

Partners in Excellence

OCTOBER 17, 2016

We’ve studied they key drivers to our business, and the two that we track seem to be really good for us?” Often customers struggle because they don’t have the right tools to make it easy to track performance…” Curious, I asked, “Why do you think we aren’t tracking enough things?

Objection handling 94

Objection handling Drivers/motivators Follow-up Up-sell 94

Highspot

NOVEMBER 24, 2024

For instance, you might discover that some reps struggle with objection handling by monitoring calls. You can then plan a workshop to review common objections and response strategies. Conduct surveys, interviews, or performance reviews to identify what tools, skills, and resources your sellers need to perform at their best.

Pitch 52

Pitch Sales Technique Cross-sell 52

Score More Sales

SEPTEMBER 26, 2014

Motivate to Act. Objection Handling. In a recent panel at LeadsCon with moderator Dan McDade and co-panelists Chad Burmeister and I proved there are 6 pillars to the “perfect pitch” Attention Grabber. The Shocking Value Statement. Listen Up & Learn. Isn’t that worth the effort to practice and perfect?

Sell 90

Sell Objection handling Pitch Contract 90

Hubspot

SEPTEMBER 14, 2023

Goal Alignment: Feedback enables salespeople to align their goals with the organization's objectives, ensuring everyone is working towards the same targets and increasing overall productivity. Coaching centers around the individual sales representative and their goals, providing its own benefits. Sales Coaching Benefits 1.

Objectives and Key Results 81

Objectives and Key Results Objection handling Construction Sales 81

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. . Afterall, s tatus is often the best motivator. Celebrate Success—Even More Than Usual. And you know what?

A/B testing 95

A/B testing Objection handling Cold Call Trust 95

Sales Hacker

APRIL 26, 2018

These include prospecting, value articulation, problem solving, objection handling and negotiation , and relationship building. Professionals who possess good sales acumen generally have high levels of customer empathy, grit, self-motivation, and persuasive skills. It’s not an innate ability. 7) Linchpin: Are You Indispensable?

Drivers/motivators 74

Drivers/motivators Non-Profits B2B Strategize 74

Sales Hacker

SEPTEMBER 20, 2019

In fact, one of your motivators throughout the SDR experience is probably the fact that there is an end to it. . They train you on how to introduce yourself, the company’s value prop, and objection handling. . But first, let’s take a quick look at… Why It’s Hard to Succeed in Sales Development . And who could blame you?

Cold Call 92

Cold Call Objection handling Objectives and Key Results Represent 92

Adaptive Business Services

JULY 27, 2022

Motivated to solve problems as opposed to making a sale. Throw away the objection handling and conquering techniques. Instead, they were perceived by customers as being …. Not salespeople. Technical experts. What would happen if salespeople exhibited these same traits? I would suggest that you would see similar results.

Objection handling 71

Objection handling Quota Pitch Technique 71

The 5% Institute

JUNE 27, 2023

By understanding your customers’ pain points and motivations, you can tailor your sales approach and messaging to resonate with them effectively. These can include consultative selling , relationship building, objection handling, and effective negotiation skills. It is nurtured through transparent and honest interactions.

Objection handling 52

Objection handling Drivers/motivators Sales Technique 52

Gong.io

MAY 31, 2021

Objection handling. As a new company with a new sales department… with a handful of demo requests per day, the Gong sound was pretty exciting and motivating. It’s rare in sales to have a buyer NOT object to something you are offering — price, timing, competitor… whatever. Detailed and updated buyers personas.

Territory 118

Territory Objectives and Key Results Contract Price 118

Hubspot

AUGUST 15, 2013

Objection-Handling Technique: The Agreement Frame. Another Way of Handling Price Objections. Some awesome recent posts: The Flip Manifesto: 16 Counterintuitive Ideas About Motivation, Innovation, and Leadership. TED Talk - The Puzzle of Motivation. Who Couldn’t Use An Extra $10 Million In Sales?

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Elevator Speech Cold Call Inside sales Objection handling 78

Gong.io

MARCH 26, 2021

Sales training is the most underrated growth driver. Motivate and drive change management: If your meetings are running a tad on the long side, don’t sweat it. Motivation check-ups are paramount to building a successful relationship and team chemistry. What solutions can we find for next week?

Drivers/motivators 62

Drivers/motivators Sales Pipeline CRM 62

Closing Bigger

JANUARY 7, 2020

In today’s podcast I talk about the 8 rules that will help you understand the Right Brained Sales Revolution: If you commodify your clients they will commodify you Don’t aim to fit the sales culture, aim to be indispensable If it’s predictable, duplicable and repetitive it will be automated People skills eat sales hacking skills for breakfast Stop (..)

Objection handling 52

Objection handling Negotiate Sales Drivers/motivators 52

Closing Bigger

JANUARY 7, 2020

Objection Handling Skills. Motivating Team Members. Curious Prospecting (Motivated lateral thinking). Objection Handling Skills. Motivating Team Members. Curious Prospecting (Motivated lateral thinking). Motivating Team Members. Curious Prospecting (Motivated lateral thinking).

Objection handling 52

Objection handling Negotiate Drivers/motivators Sales 52

Sales Hacker

FEBRUARY 2, 2021

Be ready with responses to your prospect’s objections. RELATED: Check out our tips on objection handling. In addition to creating a sales team and assigning roles, sales managers are also responsible for keeping their team motivated and continuously evaluate them, offering feedback in the process. Closing the sale.

Sales 113

Sales Cross-sell Pipeline Negotiate 113

Sales Hacker

NOVEMBER 26, 2019

Ever get tongue-tied when prospects raise objections? Josh Braun knows a thing or two about handling objections. In this talk, he’ll break down the 5-step objection handling process that he’s tested and refined over his 20+ years of sales experience. Our first thought was to publish a motivational blog post or two.

Gaming 130

Gaming Objectives and Key Results Sales Up-sell 130