The 5% Institute

JULY 21, 2023

Dealing with objections is an essential skill for anyone in sales, negotiation, or even everyday conversations. When faced with objections, it’s crucial to respond effectively and persuasively to convince others of your viewpoint or proposition. Objection Handling Techniques FAQs Q: How can I anticipate objections?

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Objection handling Technique Closing Sales 52

Highspot

OCTOBER 22, 2024

To help your sellers feel equipped to approach each phase of the sales process, create training that dives into the key skills to land in each stage – from needs assessment and product demos to objection handling and negotiation.

Process 52

Process Objection handling Quota Negotiate 52

Gong.io

NOVEMBER 12, 2021

Gong captures anonymized data from our customers – web conference meetings, call recordings , and emails – and uses AI to analyze how seller and buyer behavior impacts success rates. . The goal of prospecting is to sell the meeting. Instead, focus on selling the meeting. #2 You landed the meeting. Millions of calls.

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Cold Call Objectives and Key Results Negotiate Cross-sell 118

Gong.io

FEBRUARY 9, 2019

Starting Meetings 3. Objection Handling 6. They’re split into sections from discovery call tips , to product demos , to objection handling , and more. Or making hundreds of dials a day hoping that someone agrees to meet with you. It’s PACKED with useful sales tips that will help you book more meetings: 1.

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Technique Cold Call Objectives and Key Results Objection handling 133

Hubspot

DECEMBER 13, 2023

Sales professionals not only convert prospects into buyers, they hold the power to negotiate, upsell, and even problem-solve after the initial purchase is made. In this post, I‘ll guide you through the different types of sales calls and the purpose they serve to meet your customers’ needs. Any non-negotiables we should be aware of?” “Can

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Objection handling Negotiate Cross-sell Contract 87

Salesforce

NOVEMBER 15, 2024

SDRs play a vital role in building business, managing inbound inquiries, booking meetings, qualifying leads, and prospecting. They’re expected to shake off the rejection, hold sales burnout at bay, and continue their cold calls and emails – all in an ongoing quest to get one more meeting, generate one more lead, or land one more opportunity.

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Tradeshows Drivers/motivators Territory Negotiate 52

Gong.io

NOVEMBER 19, 2021

Sometimes they are, with imposter objections, — four deadly objections that masquerade as small talk. Find out what they are in our Uncensored Objection Handling Techniques: Your Guide for Turning Pushback into Pipeline.). Now all the customer’s objections are on the table where you can see them. Consider it done.

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Objection handling Technique Sales Pitch 108

PandaDoc

MARCH 25, 2025

This stage can involve multiple meetings and additional stakeholders. Objection handling: Customers may have concerns about pricing, competitors, or implementation. This can include negotiations, compliance checks, and/or deciding on a timeline for implementation with your customer.

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Objectives and Key Results Contract Legal Sales 52

Highspot

JANUARY 29, 2024

Sales negotiations can be tense and anxiety-ridden. Sales negotiation is a skill that can be learned which is great news, because let’s be honest, not all of us are born sellers. So what’s the secret to building lasting relationships and negotiating the deal? Why is Sales Negotiation Important? You’ll have to read on.

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Negotiate Closing Objectives and Key Results Technique 52

Hubspot

MARCH 20, 2018

When we talk about objection handling in sales, it is often focused on the later stages of the buying cycle, usually during negotiations. We focus on pricing and timing issues -- the types of objections that prevent a deal from closing. If they ask a product question, recommend that you show them in the next meeting.

Prospecting 101

Prospecting Objection handling Appointment SQL 101

Hubspot

DECEMBER 16, 2019

Negotiation. Whether you are facilitating the purchase or sale of a property, having strong negotiation skills is a must. Seek out training opportunities that introduce you to new negotiation techniques and give you clear examples of effective negotiation that can deepen your level of understanding from all sides.

Real Estate 88

Real Estate Objectives and Key Results Negotiate Education 88

Gong.io

AUGUST 22, 2018

It influences everything from how the seller presents, to which objections the customer surfaces, to how much negotiating leverage you find yourself with at the end of the sales cycle. Your sales team can be amazing at discovery, presenting, and objection handling. It advances the conversation toward a booked meeting.

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Objection handling Cold Call Objectives and Key Results Sales 92

Salesforce

AUGUST 25, 2022

For example, one group of reps may need to refine how they approach roadblocks or objections in the deal cycle. This can be addressed with helpful content on objection handling when deals get to the negotiation stage. It’s what Galem Girmay , revenue enablement manager at UserTesting, calls “relevant enablement.”.

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Engineering Sell Objection handling Negotiate 98

Hubspot

AUGUST 6, 2019

That way, even if your day is packed, your new hire will know where to go and who to meet. Practice negotiating and common object handling. Even experienced reps need to know how your company approaches the negotiation phase. Have your reps role play an exploratory call, demo, negotiation, and closing call.

Negotiate 101

Negotiate Territory CRM Objection handling 101

Gong.io

SEPTEMBER 10, 2021

And there’s an entire section on cold calling scripts — complete with objection handling for just about every scenario you can imagine. American businessman, author, and academic (and former hostage negotiator) Chris Voss refer to “fair” as “the F-word,” saying it’s the “single most powerful word in any negotiation.”.

Cold Call 71

Cold Call Objection handling Negotiate Sales 71

Gong.io

MAY 12, 2019

That’s true whether you meet them in person or on a cold call. It works in some situations (like negotiations), but it doesn’t work on cold calls. In fact, Gong’s data shows that using it makes you 40% less likely to book a meeting: Luckily, there’s an alternative that works. Sales Tactic 5: Book a Meeting Using This Question.

Cold Call 107

Cold Call Objectives and Key Results Price Negotiate 107

Sales Hacker

FEBRUARY 2, 2021

In this stage of the selling cycles, sales teams get to meet the client, either in person or through video conferencing apps or even email. In the presentation stage, sales teams demonstrate how their product or service directly meets the prospect’s needs. Be ready with responses to your prospect’s objections. Presentation.

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Sales Cross-sell Pipeline Negotiate 112

Martech

JULY 19, 2023

I got to really know outbound marketing: Objection handling, what do we say to a customer? The message was stop traveling and just meet people on video. I also think women just need to ask for whatever they want and know how to negotiate properly and know their value. It was credit cards and. It was a call center.

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Cold Call Objection handling Promote Negotiate 98

Gong.io

JUNE 25, 2021

Sales success = meeting booked in the next 10 days. Sales Stat #2: DON’T ask for time when booking meetings with cold emails. We crunched the stats, and it turns out the “Interest CTA” is the highest performing call to action for cold emails: The Interest CTA sells the conversation, not the meeting. . Provide context. .

Sell 93

Sell Cold Call Objectives and Key Results Negotiate 93

Gong.io

NOVEMBER 12, 2021

Gong captures anonymized data from our customers – web conference meetings, call recordings , and emails – and uses AI to analyze how seller and buyer behavior impacts success rates. . The goal of prospecting is to sell the meeting. Instead, focus on selling the meeting. #2 You landed the meeting. Millions of calls.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

criteria for success

MARCH 11, 2020

The opposite, a bottom-line, risk-taking buyer, will also raise an objection or concern to test your abilities or determine whether they can trust you. Objections are Opportunities. Fine-tuning your objection handling process can actually improve the quality of the conversation for both parties. Determine value/ROI.

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Closing Objectives and Key Results Objection handling Cross-sell 69

Salesforce

OCTOBER 10, 2023

If there are stakeholders that you need to meet, ask for an introduction and do discovery with them as well. 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.)

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Objectives and Key Results Negotiate Sales Technique 109

Gong.io

MAY 31, 2021

Meet Exceed sales goals. It leads your sales reps through various scenarios: how to prospect, when to sell what product or service, how to overcome common objections, what to negotiate for (and how ) to name a few. Objection handling. A few years back, we shared the 12 best objection handling skills. .

Territory 118

Territory Objectives and Key Results Contract Price 118

Sales Hacker

OCTOBER 22, 2018

A good sales playbook breaks down your sales process—think buyer personas, call scripts, discovery, scoping and negotiation questions, and deal intelligence. In sports, a playbook charts out potential in-game scenarios, containing your team’s strategies and guiding your path from where you are in the “game” to where you want to to end up.

Sales 111

Sales Gaming Objection handling Quota 111

Hubspot

APRIL 2, 2018

Great to meet you [prospect]! Use it to coordinate meetings, set up calls, and confirm next steps -- but don’t use it to advance an opportunity. Great to meet you [prospect]! Objection handling. You should welcome objections: They give you a chance to address your prospect’s reservations and reasons not to buy.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

The 5% Institute

MAY 9, 2023

Are your sales reps unable to meet their quotas and reach their targets? From prospecting and lead generation to objection handling and closing techniques, we will cover a wide range of topics that are essential for B2B sales success. Negotiation Skills Negotiation is a critical part of B2B sales.

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B2B Objection handling Negotiate Technique 52

Gong.io

JULY 11, 2022

Depending on their role within the team, inside sales reps engage in research, prospecting, email and social media outreach, cold calling, lead nurturing, qualification, demonstration, and negotiation conversations. It’s easier to accommodate the prospect and get in touch ASAP when you don’t need to fly out reps for a meeting.

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Inside sales Commission Outside Sales Quota 62

The 5% Institute

JUNE 8, 2023

Address objections with solutions: Offer negotiation strategies for price-related objections: If clients raise concerns about the price, provide them with negotiation strategies that can potentially bridge the gap between their expectations and the seller’s asking price. Handling Objections in Different Scenarios A.

Real Estate 52

Real Estate Objection handling Transportation Finance 52

The 5% Institute

JUNE 27, 2023

It enables companies to: Increase revenue and profitability Acquire and retain customers Build a strong brand reputation Gain a competitive edge in the market Adapt to evolving customer needs and preferences A well-executed sales motion empowers sales teams to meet targets, exceed customer expectations, and drive sustainable growth.

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Objection handling Drivers/motivators Technique Sales 52

Highspot

JANUARY 9, 2024

The B2B sales process is a structured yet flexible journey tailored to meet the unique needs of customers. It starts with prospecting for potential leads, then moves through to negotiation and closing the deal. Sales Skills Training Sales skills training hones the art of complex negotiation, communication, and persuasion tactics.

Technique 52

Technique B2B Cross-sell B2C 52

The 5% Institute

JUNE 27, 2023

Providing Value and Solutions One effective strategy for overcoming objections is to focus on providing value and offering solutions. By highlighting the features, benefits, and value proposition of the car, sales professionals can demonstrate how it meets the buyer’s needs and address objections effectively.

Closing 52

Closing Finance Negotiate Technique 52

Sales Hacker

JULY 26, 2023

Meet ChatGPT: The account executive’s AI personal assistant What is ChatGPT? How to follow up even further: Let’s say you got an objection related to data privacy. Ask ChatGPT to dive deeper to help you improve your objection-handling for next time: This kind of output helps reveals what ChatGPT is ideal for.

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Objectives and Key Results Pitch Cold Call Sales 96

Highspot

OCTOBER 16, 2024

Excellent sales performance hinges on meeting customer needs, using data to guide decisions, and continuously enhancing processes. It also involves looking at softer skills like negotiation, communication, and responsiveness. Having 3-4x your quota in the pipeline suggests ample opportunity to meet targets.

Closing 92

Closing Objectives and Key Results Quota Sales 92

Highspot

JULY 6, 2023

Sales skills enable sellers to persuade, negotiate, and communicate effectively. Objection handling: Teaching sellers to overcome fear, uncertainty, and doubt using objection-handling strategies, such as good communication, competitive intelligence, and product and industry knowledge, will help ease customer opposition.

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Objectives and Key Results Negotiate Objection handling Pitch 52

The 5% Institute

MAY 24, 2023

This includes developing effective communication skills, active listening, persuasive negotiation, objection handling , and relationship building. Sales professionals need to navigate objections , handle rejections, and overcome sales hurdles.

Objectives and Key Results 52

Objectives and Key Results Objection handling Technique Repeat business 52

SalesLoft

JANUARY 8, 2019

The typical value prop or elevator pitch is “We provide sales training and consulting that focuses on prospecting, meeting execution, negotiation, objection handling, and closing.” Let’s use my sales training as an example. That’s great but what if I send that e-mail or make that call and you don’t respond?

Healthcare 52

Healthcare Objection handling Construction Manufacturing 52

Highspot

JANUARY 3, 2024

It starts with understanding the customer’s needs and demonstrating how your product or service can meet those needs. This is followed by handling sales objections, offering solutions, and finally, guiding the customer towards making a buying decision. How Does the Sales Closing Process Work?

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Closing Objectives and Key Results Negotiate Technique 52