The 5% Institute

JUNE 15, 2023

These objections can arise due to various reasons, such as price, product fit, trust issues, or comparisons with competitors. Common Objections and How to Handle Them 1. Price-related Objections Objections related to price are perhaps the most common ones.

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Objection handling E-commerce Real Estate Finance 52

Gong.io

APRIL 27, 2018

Objection handling techniques, tips, and tricks for sales are all over the Internet. So what makes this the BEST post about objection handling you’ll ever read? But, the way successful salespeople were handling sales objections were golden and we wanted to share them as well. Our team at Gong.io Then reply.

Objection handling 48

Objection handling Technique Objectives and Key Results Price 48

Gong.io

APRIL 27, 2018

Objection handling techniques, tips, and tricks for sales are all over the Internet. So what makes this the BEST post about objection handling you’ll ever read? But, the way successful salespeople were handling sales objections were golden and we wanted to share them as well. Our team at Gong.io Then reply.

Objection handling 48

Objection handling Technique Price Sales 48

Highspot

MARCH 6, 2025

Raise the performance bar: Actionable feedback helps reps refine their sales techniques, objection handling , sales presentation skills, and pipeline management. Conduct the Performance Review The actual review meeting should feel like a collaborative discussion. Try leading with value before the price comes up.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Sales 52

Closing Bigger

JULY 21, 2014

When you pick up the phone or step into a client meeting your intent will frame what you hear, the words you use and even your tonality, body language and pace of conversations. If it’s not an ideal fit we often have to rely on hard closes, discounting and heavy objection handling. It’s the pillar of your sales strategy.

Conversion 138

Conversion Objection handling Sales Price 138

PandaDoc

MARCH 25, 2025

You choose a price based on size, add any extras, and send your customers on their way. You need to evaluate pricing, implementation, features, integrations, and ongoing support. Because of the hefty price tag, complex sales lead to a longer sales cycle than transactional sales. Take buying a CRM, for example.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 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.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Sales Hacker

SEPTEMBER 11, 2019

The key is to create a negotiation strategy in advance, which helps you talk about price and other important elements of the deal. Don’t be afraid to set the price anchor. Don’t necessarily rush to meet those deadlines, but try to keep to your scheduled plan. Don’t Be Afraid to Set the Price Anchor.

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Negotiate Closing Objectives and Key Results Objection handling 111

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. Pricing options. Objection handling. Pricing: Oh, so important. Pricing sheet.

Territory 118

Territory Objectives and Key Results Contract Price 118

Gong.io

FEBRUARY 1, 2019

The meetings were all recorded on web conferencing platforms like Zoom, then transcribed and speaker separated. Take pricing, for example. When’s the best time to discuss pricing? By then, the buyer is “sold,” which makes them more likely to justify your pricing. Respond to objections by asking questions.

Product 132

Product Objectives and Key Results Objection handling Pitch 132

Gong.io

SEPTEMBER 22, 2021

Sales analytics to improve booked meetings from cold calls. Watch these metrics to understand whether your approach to booking meetings using cold calls works: Calls made. That will help you ensure that they’re putting in the effort needed to meet their sales target. Meetings booked. Meetings booked. Batch tasks.

Cold Call 132

Cold Call Objectives and Key Results Sales Price 132

Gong.io

JUNE 19, 2018

Step 1 – Prospecting: Get the First Meeting Every Time. If you can hold their attention, you’re twice as likely to book a meeting as someone who can only keep them on a three-minute call: You’ll hold their attention by making sure you have s omething worth saying. In fact, it makes you 40% less likely to book a meeting.

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

Sales Hacker

SEPTEMBER 15, 2021

When can we meet?” Instead, I’m analyzing them all and focusing coaching conversations around where I can make the most difference: objection handling. Sentiment supercharges objection handling. Objection #4 — Budget. Not until you drop your pricing, at least. No one has a budget, right?

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Objection handling Sales Prospecting Price 112

Sales Pop!

SEPTEMBER 5, 2024

Example 2: Automated Follow-Up Sequences After a sales meeting, a rep needs to follow up with the client. Example 4: Personalized Training Modules Based on the data collected from sales interactions, an AI tool identifies that a particular rep struggles with handling objections.

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Objectives and Key Results Objection handling Technique Follow-up 130

The 5% Institute

AUGUST 9, 2021

Having been a part of literally thousands of sales meetings and presentations , Sales Professionals generally approach their sales with this approach: They say hello, and build some basic rapport. Objection handling, and then again – ask for the sale. Present their products or services. All of a sudden – you’re nothing alike.

Closing 145

Closing Objectives and Key Results Lead generation Sales 145

Highspot

NOVEMBER 24, 2024

It usually includes sales enablement certification assessments to ensure reps meet performance standards before applying their training in the field. For instance, you might discover that some reps struggle with objection handling by monitoring calls. What is the Difference Between Sales Enablement and Sales Training?

Pitch 52

Pitch Sales Technique Cross-sell 52

Hubspot

DECEMBER 13, 2023

In this post, I‘ll guide you through the different types of sales calls and the purpose they serve to meet your customers’ needs. This call allows the prospect to visualize how your solution can solve their problems and meet their needs. You'll provide a brief overview of your product or service and try to gain their interest.

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Objection handling Negotiate Cross-sell Contract 87

Gong.io

MAY 12, 2019

That’s true whether you meet them in person or on a cold call. 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. Once you’ve primed your buyer for a meeting, there’s an easy way to book it.

Cold Call 107

Cold Call Objectives and Key Results Price Negotiate 107

Gong.io

JULY 6, 2018

Congrats on landing the sales meeting. There are good and bad times of day for the first sales meeting. A great sales call structure starts with a great “opening” to the meeting. Propose an agenda: Use this line: “I’d like to set an agenda for this meeting so we can cover as much ground as possible. Soak them in.

Cold Call 103

Cold Call Objection handling Pitch Sales 103

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

Salesmate

MAY 22, 2020

You’ll hardly meet a sales rep who has never faced the “price objection.”. Almost all sales professionals have faced this objection in their sales career. Do you remember the times when you thought of not purchasing a product due to its high price? Price objection is like a poison that can kill your sales.

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Price Profit margin Objection handling Sales 52

The 5% Institute

APRIL 14, 2021

So many Executives meet with people who have no business buying their products or services or aren’t qualified decision makers to make a buying decision. Objection handling is common and will most probably happen in all your sales conversations. Fortunately, when learnt correctly, they can be used as a closing tool.

Objectives and Key Results 139

Objectives and Key Results Sales Clients Objection handling 139

Hubspot

APRIL 2, 2018

Great to meet you [prospect]! We’d already agreed on X price. If we can come down to X price, would you sign today?”. 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. It’s been a while.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

The 5% Institute

MAY 25, 2021

Having been a part of literally thousands of sales meetings and presentations , salespeople generally approach their sales with this approach: They say hello, and build some basic rapport. Objection handling, and then again – ask for the sale. Present their products or services. All of a sudden – you’re nothing alike.

Consult 119

Consult Objectives and Key Results Sales Lead generation 119

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.

Closing 69

Closing Objectives and Key Results Objection handling Cross-sell 69

Gong.io

JUNE 11, 2021

Call scripts are “templates” for how to run an effective meeting. Your sales enablement strategy to turbo-charge win rates must include: Objection handling training. Objections. These documents include: Your price sheet : Pricing is different in every organization. See the ICP section above. Start with this.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

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. .

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

The 5% Institute

JANUARY 15, 2021

So many Small Business Owners meet with people who have no business buying their products or services or aren’t qualified decision makers to make a buying decision. Objection handling is common and will most probably happen in all your sales conversations. Fortunately, when learnt correctly, they can be used as a closing tool.

Objectives and Key Results 131

Objectives and Key Results Sales Clients Objection handling 131

Sales Hacker

OCTOBER 2, 2020

SEPs provide core sales enablement functionality: automating manual tasks, scheduling meetings and follow-ups, setting up sequences, and more. Sales engagement is poised to meet the moment,” wrote Mary Shea, Forrester principal analyst on the report. SEPs will soon encompass all the tools that you are using now in one solution.”.

Objectives and Key Results 139

Objectives and Key Results Sales Cross-sell Technology 139

Hubspot

SEPTEMBER 29, 2023

Pricing: Free version available as part of Sales HubStarter ( $45/month), Professional ($450/month), and Enterprise ($1,200/month). Pricing: Essential, Plus, and Ultimate tiers are offered. Pricing is available upon request. Pricing: Pricing is available upon request. Pricing: Pricing is available upon request.

Objectives and Key Results 81

Objectives and Key Results Price Objection handling Pitch 81

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

Sales Hacker

OCTOBER 22, 2018

Be sure to examine and evaluate any existing collateral as your customer-facing teams have likely gone through the trouble of customizing talk tracks, meeting agendas and presentation outlines—don’t let that go to waste. Products and pricing. This section should cover the essentials like pricing, key value propositions, and use cases.

Sales 111

Sales Gaming Objection handling Quota 111

Lead Fuze

JULY 18, 2023

In this blog post, we’ll delve into the art of handling sales objections effectively. We will explore common objections you might encounter during prospecting or follow-up calls such as price, budget, competitor comparisons, and timing issues. Price Objections The price tag is often where prospects hesitate.

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Objection handling Cold Call Contract Pitch 52

Partners in Excellence

FEBRUARY 28, 2022

Many people have found it very helpful in objection handling, particularly the price objection. I’ve shared it with hundreds of people in workshops, conversations, and meetings. It helps through all of your selling process, from qualification, through discovery, proposal, and closing.

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Objection handling Technique Sales Up-sell 94

Highspot

OCTOBER 16, 2024

Excellent sales performance hinges on meeting customer needs, using data to guide decisions, and continuously enhancing processes. Having 3-4x your quota in the pipeline suggests ample opportunity to meet targets. However, every deal stalls because pricing approval requires multiple sign-offs from sales leaders, finance, CRO, and CEO.

Closing 92

Closing Objectives and Key Results Quota Sales 92

Hubspot

JUNE 17, 2024

This blog will explain how to use video to schedule and close meetings. Introduction to Video Prospecting Using Video for Follow-up After a Meeting Objection Handling With Video The Proposal Video Asking for a Referral With Video Video Selling Basics When you want to make a video, you must start with the basics.

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Pipeline Referrals Objection handling Sales 74

ConversionXL

MARCH 10, 2013

The answers are not in your office and you won’t have eureka-moments at brainstorming meetings (working solo is far more effective anyway). Objection handling. Don’t make people work click to read stuff that you want them to read anyway (like features, benefits, testimonials, pricing, etc.). Price: $990.

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