The 5% Institute

FEBRUARY 5, 2021

We recommend using the BANT method to identify whether or not they qualify, which’ll prevent sales objections and sales conditions coming up later on. If there is a lack of time frame or need, then you’re not going to have much desire; which will make objection handling in sales conversations difficult.

Objection handling 128

Objection handling Sales Trust Presentation 128

Gong.io

NOVEMBER 22, 2021

Overcome Cold Call Objections, Step #3: Follow up with a secondary ask. The key to the third part of this objection handling tactic is not to leave the conversation with nothing. Validating, then labeling, the objection is essential, but if that ends the call … you are left empty-handed. Label their objection.

Cold Call 117

Cold Call Objection handling Technique Follow-up 117

The 5% Institute

AUGUST 12, 2021

Related article: How To Overcome The Two Main Sales Objections In Two Minutes. Objections handling, and asking for the sale. Many Sales Professionals use the wrong approach when selling. They build some rapport. The presentation or pitch then starts. They then ask if there are any questions.

Objection handling 145

Objection handling Trust Presentation Clients 145

The 5% Institute

AUGUST 16, 2021

Related article: How To Overcome The Two Main Sales Objections In Two Minutes. Objections handling, and asking for the sale. Many Sales Professionals use the wrong approach when selling. They build some rapport. The presentation or pitch then starts. They then ask if there are any questions.

Objection handling 145

Objection handling Trust Presentation Clients 145

The 5% Institute

NOVEMBER 1, 2021

Related article: How To Overcome The Two Main Sales Objections In Two Minutes. Objections handling, and asking for the sale. Many Sales Professionals use the wrong approach when selling. They build some rapport. The presentation or pitch then starts. They then ask if there are any questions.

Objection handling 144

Objection handling Sales Trust Presentation 144

The 5% Institute

OCTOBER 25, 2021

Related article: How To Overcome The Two Main Sales Objections In Two Minutes. Objections handling, and asking for the sale. Many Sales Professionals use the wrong approach when selling. They build some rapport. The presentation or pitch then starts. They then ask if there are any questions.

Sales 144

Sales Objection handling Trust Presentation 144

The 5% Institute

SEPTEMBER 27, 2021

Related article: How To Overcome The Two Main Sales Objections In Two Minutes. Objections handling, and asking for the sale. Many Sales Professionals use the wrong approach when selling. They build some rapport. The presentation or pitch then starts. They then ask if there are any questions.

Sales 141

Sales Objection handling Trust Presentation 141

The 5% Institute

AUGUST 25, 2022

Related article: How To Overcome The Two Main Sales Objections In Two Minutes. Objections handling, and asking for the sale. Many Sales Professionals use the wrong approach when selling. They build some rapport. The presentation or pitch then starts. They then ask if there are any questions.

Sales 140

Sales Objection handling Trust Presentation 140

The 5% Institute

MAY 18, 2021

Related article: How To Overcome The Two Main Sales Objections In Two Minutes. Objections handling, and asking for the sale. Many Sales Professionals use the wrong approach when selling. They build some rapport. The presentation or pitch then starts. They then ask if there are any questions.

Objection handling 130

Objection handling Sales Trust Presentation 130

Gong.io

FEBRUARY 1, 2019

That means you’ll keep your talk short and punchy, sticking to a 9-minute rule for your main demo. 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

Salesforce

DECEMBER 19, 2023

We give specific, tested examples of prompts to use for sales enablement, customer research, social selling, call scripts, objection handling, and negotiation guidance. 4 Ways Your Contact Center Can Get Started With Generative AI Contact centers handle service inquiries coming in over the phone, email, chat, and social media.

Objection handling 115

Objection handling Customer Relationship Management Negotiate CRM 115

Sales Hacker

SEPTEMBER 11, 2019

RELATED: Objection Handling Techniques For Negotiating In Sales: How To Earn Your Worth. In every sales negotiation, the seller’s main focus should be on creating a compelling value proposition that clearly presents a solution that is perfectly aligned with the client’s concerns. Know What You’re Willing to Compromise On.

Negotiate 111

Negotiate Closing Objectives and Key Results Objection handling 111

Hubspot

AUGUST 6, 2019

The main complaint was that managers were too busy to give new hires the support and guidance they needed. Cover the main stages of the sales process and conversion rate benchmarks (i.e., Provide an overview of your main competitors. Practice negotiating and common object handling. Provide a sales process overview.

Negotiate 101

Negotiate Territory CRM Objection handling 101

Gong.io

OCTOBER 19, 2021

And perhaps most importantly of all, which objection-handling strategies work to soothe their questions about the competition? It focuses on learning as the main way to improve your organization, via your reps. Again, if you’re analyzing your talk tracks, you’ll have amazing insights into how your messaging lands.

Quota 164

Quota Sales Strategize Cross-sell 164

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

Salesforce

NOVEMBER 15, 2024

They act as the main point of contact for clients, addressing their needs, resolving issues, and upselling additional products or services. Objection handling assessment 3. Here’s an example of what a scorecard like this might look like: Quota Milestones Mastered Skills Level 1 12 meetings/mo 1. Complete onboarding 2.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Gong.io

MAY 31, 2021

Objection handling. When it comes to a sales playbook, there are four main types of processes to include: Sales. It’s rare in sales to have a buyer NOT object to something you are offering — price, timing, competitor… whatever. A few years back, we shared the 12 best objection handling skills. .

Territory 118

Territory Objectives and Key Results Contract Price 118

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

The 5% Institute

DECEMBER 4, 2019

Related article: How To Overcome The Two Main Sales Objections In Two Minutes. Objections handling, and asking for the sale. Many Sales Professionals use the wrong approach when selling. They build some rapport. The presentation or pitch then starts. They then ask if there are any questions.

Objection handling 98

Objection handling Sales Trust Presentation 98

Hubspot

JUNE 13, 2018

SPIN Objection-Handling Techniques. There are four main question types: Situation, Problem, Implication, Need-Payoff. The four main types of SPIN Selling questions are: Situation. Capability objections can be further broken down: Can’t: Your solution cannot solve one of the buyer’s main priorities.

Sell 101

Sell X-functional Objectives and Key Results Up-sell 101

Sales Hacker

AUGUST 25, 2021

While SDRs can create templates (objection handling, re-engagement, referral, etc), they must be approved by SDR leadership and RevShoppe before being uploaded into Outreach and turned on for the entire team to use. The result? Our system had over 5,000 different messages going out to prospects. What’s worse? Not interested.”

Strategize 113

Strategize Referrals Territory Follow-up 113

The 5% Institute

JULY 22, 2020

Sales Training Idea #1 – Objection Handling. There are numerous sales objections your team will come across when speaking with your potential clients, and if they don’t know how to effectively handle them – this can cost them the sale. Related article: Sales Objection Handling – A Step By Step Guide.

Objection handling 52

Objection handling Appointment Sales Clients 52

Salesforce

FEBRUARY 3, 2025

Objection handling The process of addressing potential customers’ concerns or hesitations during sales. Using objection handling , sales reps can navigate objections by listening actively, empathizing with the prospect’s needs, providing data and social proof, and reframing the objection with a solution.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

criteria for success

JANUARY 20, 2022

If you start listing out the potential objections you could hear from a prospect, it might seem like the options are endless. Lucky for you, sales objections actually cluster into a few main groups based on your prospect’s underlying beliefs. The more equipped you are to handle sales objections, the more sales you'll close.

Objection handling 52

Objection handling Cold Call Sales Trust 52

PandaDoc

DECEMBER 7, 2017

There are four main types of metrics that you need: Activity metrics – Measuring dials per day or talk time ensures your reps are putting in the effort. Objection handling – What the common objectives are, and how to overcome them. Baseline metrics. How do you know if your repeatable process is working?

Objectives and Key Results 99

Objectives and Key Results Sales CRM Objection handling 99

Gong.io

SEPTEMBER 10, 2018

Improving sales skills is one of the main reasons people use Gong.io. Better Objection Handling. Disarming the objections that make your deals go dark is another high-priority sales skill to improve. Talk about mastering objection handling skills. Think of your sales skills fuel for that sales process.

Objection handling 48

Objection handling Sales Up-sell Price 48

Gong.io

MAY 12, 2019

PS: This Objection Handling Master Class is 100% worth your time: Sales Tactic 8: What’s Changed since We Last Talked? Here’s a sales tactic from Chris Voss on how to do this effectively: When you need to hear more info from your buyer, r epeat 1-3 of the main words from their last statement.

Cold Call 107

Cold Call Objectives and Key Results Price Negotiate 107

ConversionXL

MARCH 10, 2013

The main pages you need a well thought-out copy in place are your home page and product pages. Objection handling. Those 16% are your main target group, the most interested people. Writing an outline usually only takes a few minutes and provides a road map for the rest of the project. However, 16% read everything.

Objectives and Key Results 119

Objectives and Key Results Price Up-sell E-commerce 119

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

The 5% Institute

DECEMBER 17, 2019

Objection handling. The aim of the pre-frame is to not only help you from a positioning point of view, but also let them know you’ll be asking a lot of deep diving questions , and to also cut out the two main sales objections up front. One of these sales objections is the ‘I need to speak to’ objection.

Closing 75

Closing Non-Profits Cross-sell Presentation 75

The 5% Institute

NOVEMBER 20, 2019

Objection handling, and then again – ask for the sale. Related article: How To Overcome The Two Main Sales Objections In Two Minutes. Present their products or services. They ask if there are any questions, and meekly ask for the sale. Questions are one of the foundational pillars of your sales consultant training.

Consult 75

Consult Objectives and Key Results Lead generation Sales 75

Salesforce

OCTOBER 10, 2023

Instead of getting defensive when these objections arise, ask follow-up questions to make sure you understand the root of their concerns. Our article on objection-handling techniques has more guidance.) Then, respond with concrete details the prospect can understand. People often want what they can’t have.

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Highspot

APRIL 20, 2021

Objection handling. Main points of contact and subject matter experts to leverage. When targeting a new industry, it’s imperative your reps know how to walk the talk. Lever uses sales plays to arm reps with industry intel on: Buyer needs and pain points. Competitive info. Best-Practice Plays. Internal Plays.

GTM 52

GTM Objectives and Key Results Objection handling Sales 52

Sales Hacker

APRIL 26, 2018

These include prospecting, value articulation, problem solving, objection handling and negotiation , and relationship building. It’s only through the lens of a business decision maker could you frame a custom solution that precisely addresses your customer’s main problems.

Drivers/motivators 74

Drivers/motivators Non-Profits B2B Strategize 74

Cience

DECEMBER 16, 2019

And provide answers to these questions that lead to the main goal of your conversation — setting an appointment. Tip: Read your script and ask yourself: “Who is the main character of this piece? Apart from this, your should include into your cold call script: 5-10 canned responses, 5-10 objection handling answers, a voicemail script.

Cold Call 55

Cold Call Lead generation B2B Objectives and Key Results 55

Hubspot

JUNE 5, 2019

There are three main ways to structure channel sales. Make sure they’re armed with clear, comprehensive, prospect-ready product specs, testimonials, customer examples, competitive comparisons, email templates, call scripts, meeting agendas, and objection-handling cheat sheets. How to Structure Your Channel Sales Partnership.

Commission 77

Commission Sales Cross-sell Consult 77

Gong.io

AUGUST 1, 2022

It also positions you as a trusted advisor whose main concern is solving their problems. Examples of validating questions include: “To me, it seems like [problem] is the main issue here, am I understanding you correctly?”. You mentioned that [criteria] is a main deciding factor. What makes the Gap Selling methodology unique?

Sell 62

Sell Up-sell Prospecting Follow-up 62