The 5% Institute
JUNE 15, 2023
Active Listening and Empathy When a customer raises an objection, actively listen to their concerns and show empathy. By demonstrating genuine interest and understanding, you create a foundation for effective objection handling. Anticipate potential objections and provide relevant information and solutions proactively.
Partners in Excellence
JANUARY 13, 2019
For example, finance types talk about debits, credits, accruals, depreciation, assets, liabilities, and so forth. Sales is no different, we have our own vocabulary, terms like prospecting, qualifying, objection handling, pipeline, funnel, discovery, closing, quota. For Sales Success – Everything Passes Through Finance!
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The 5% Institute
JULY 4, 2019
Your staff have day-to-day knowledge about things that may be hindering the sales process; whether it may be procurement, finance, excess paperwork, lead quality or training needs. Objection handling are a great sales meeting idea. Another common and effective sales meeting idea is role-play; primarily around objection handling.
Partners in Excellence
NOVEMBER 27, 2018
Internal teams don’t think in terms of “objection handling,” but they have skills at resolving differences of opinions, contention/conflict within their own organizations. What if we mixed different disciplines/functions/points of view in the same training programs.
The 5% Institute
OCTOBER 3, 2019
If it’s an expensive product or service – so you have an instalment plan in place, or do you make it easy to find finance? Related article: Sales Objection Handling – A Step By Step Process. . Who are the decision makers; and as part of your sales process, do you include them up front in the sales discussion? Final Thoughts.
Sales Hacker
JANUARY 11, 2018
Demos, objection handling, closing. In the modern sales floor, sales representatives interact, share goals, and work together with their peers from business development, account management, sales ops, marketing, finance, and other teams. Just like a project, sales consists of tasks and activities. Lead generation.
Sales Hacker
OCTOBER 2, 2020
But standout SEPs will recognize — and build out expertise in — the intricacies of finance, logistics and other industries critical to economic growth. Pricing breakdowns, testimonials, compete snippets, objection handling — an SEP should handle it all. Industry-specific expertise and functionality.
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