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. The Gatekeeper. A lot of our customers used to or still use Competitor X.

Prospecting 101

Prospecting Objection handling Appointment SQL 101

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.

Negotiate 52

Negotiate Closing Objectives and Key Results Technique 52

Gong.io

JUNE 10, 2019

Negotiation. 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. Presentations that sell.

Objection handling 91

Objection handling Sales Negotiate Pitch 91

Hubspot

AUGUST 6, 2019

The hands-on trainings have them building landing pages, setting up contacts, and presenting “final projects” at the end of their training cycle. When they can troubleshoot basic issues -- like asking prospects to mute their microphones if an echo arises during a presentation -- they’re one step closer to being ready for a live call.

Negotiate 97

Negotiate Territory CRM Objection handling 97

Partners in Excellence

JANUARY 16, 2025

In selling, there is no end to the tools that claim to provide coaching, performance reporting tools, conversational intelligence, role play tools, social selling, prospecting/customer engagement, negotiation, objection handling, closing, time management. And this is exacerbated by all the AI adaptations and LLMs. (But

Objectives and Key Results 125

Objectives and Key Results Objection handling GTM Pipeline 125

Partners in Excellence

OCTOBER 29, 2020

I’m not sure I’ll present a methodology for the future, but I will suggest design principles for a Next Gen Sales Methodology. In today’s selling methodologies, we tend to focus on sales specific skills and capabilities, we talk about prospecting skills, qualifying, objection handling, negotiation, closing and other skills.

Sales 121

Sales Objection handling Represent Negotiate 121

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.

B2B 65

B2B Process Objection handling Negotiate 65

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 73

Real Estate Objectives and Key Results Negotiate Education 73

Salesforce

OCTOBER 10, 2023

Second, having set stages for every sale removes the worry about what should happen next, allowing reps to be fully present in prospect conversations and focus on building authentic relationships. What is their current way of doing business and why does this present a need or create a problem? What does this problem cost the company?

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Sales Hacker

FEBRUARY 2, 2021

Presentation. In the presentation stage, sales teams demonstrate how their product or service directly meets the prospect’s needs. The presentation should be tailored to identify and address the prospect’s pain points and offer a solution. Be ready with responses to your prospect’s objections. Closing the sale.

Sales 111

Sales Cross-sell Pipeline Negotiate 111

Gong.io

MAY 31, 2021

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. Sales presentations. Sales presentations. Best-in-class sales playbooks include: . Sales resources.

Territory 118

Territory Objectives and Key Results Contract Price 118

SalesLoft

DECEMBER 3, 2019

So if you think about the core pillars of what makes a great set of sales skills, you’ve got things like discovery, you’ve got things like prospecting, and objection handling, and presenting and negotiation. And still, if you’re weak, for example, at objection handling, that is your weakest link.

Objection handling 59

Objection handling Quota Negotiate Presentation 59

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. We are simply looking at the method and applying tidbits presented nearly three decades ago that are, surprisingly, still relevant today. Tip #5: Have your objection handling game on the ready.

Cold Call 71

Cold Call Objection handling Negotiate Sales 71

Gong.io

JUNE 25, 2021

Success rates increase when sellers present slides in mid and late-stage meetings. Slides are less about conversation, more about presentation. Presenting ROI at any point in your sales process correlates with a 27% drop in close rates. However, any of the following may be true: Presenting ROI doesn’t work.

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

Partners in Excellence

MAY 18, 2016

We wrap a lot of stuff about prospecting, qualifying, deal strategies, pipelines, call planning, presenting, proposing, value propositions, objection handling, closing, negotiating around this process. We spend billions training people in those skills.

Customers 70

Customers Objection handling Negotiate Technique 70

Gong.io

NOVEMBER 12, 2021

minute sales deck presentations, on average, during the introductory sales meeting. Impact: How is this presenting itself as a problem to the business? 9 Sales Skills for Presentations: Show them their pain. 10 Sales Skills for Objection Handling: Pause. Objections are inevitable. Losing deals had 11.4-minute

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

Gong.io

MAY 12, 2019

It works in some situations (like negotiations), but it doesn’t work on cold calls. PS: This Objection Handling Master Class is 100% worth your time: Sales Tactic 8: What’s Changed since We Last Talked? Sales Tactic 14: Get Real Closure on Objections. Few people want to negotiate in that environment.

Cold Call 107

Cold Call Objectives and Key Results Price Negotiate 107

The 5% Institute

MAY 9, 2023

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. Sales Pitch The sales pitch is the moment when your sales rep presents your product or service to your prospect. What are some common B2B sales training topics?

B2B 52

B2B Objection handling Negotiate Technique 52

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

Presentation Skills. Objection Handling Skills. Negotiations. Presentation Skills. Objection Handling Skills. Negotiations. No leapfrogging, once you have invested 10,000 hours in right brain selling there is no hack to catch up. Social Intelligence ( Sales EQ ). Hobnobbing. Innovating.

Objection handling 52

Objection handling Negotiate Drivers/motivators Sales 52

Highspot

JULY 6, 2023

Sales skills enable sellers to persuade, negotiate, and communicate effectively. Sellers must know your company and product, understand the market, give good presentations, handle objections, use tech tools, manage time, and build strong relationships. Why are Sales Skills Important?

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Pitch 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. Negotiating and closing contracts. Demo/presentation. Negotiation. Inside sales vs. outside sales .

Inside sales 62

Inside sales Commission Outside Sales Quota 62

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 104

Sales Gaming Objection handling Quota 104

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.

Real Estate 52

Real Estate Objection handling Transportation Finance 52

The 5% Institute

JUNE 27, 2023

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. Addressing Price Concerns Price objections are among the most common challenges faced by car sales professionals.

Closing 52

Closing Finance Negotiate Technique 52

Highspot

JANUARY 9, 2024

It starts with prospecting for potential leads, then moves through to negotiation and closing the deal. Objection handling: Sales reps address any concerns or doubts the prospect might have, showcasing their expertise and the value of their solution. Teach Objection Handling Equipping sales reps to handle objections is vital.

Technique 52

Technique B2B Cross-sell Negotiate 52

Highspot

OCTOBER 16, 2024

It also involves looking at softer skills like negotiation, communication, and responsiveness. You can help by enabling sales reps with objection handling training. How to Measure Sales Performance Metrics like sales revenue, conversion rates, close rate, and customer retention are used to measure sales performance.

Closing 92

Closing Objectives and Key Results Quota Sales 92

Salesforce

FEBRUARY 19, 2024

If any employees are new to presenting, this is a good chance to outline best practices and tips for public speaking. This process might include steps like lead generation, qualification , proposal generation, negotiation, and closing. Product demo plays Outline strategies for effective product demonstrations.

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

Highspot

JANUARY 3, 2024

Unique Offer Close The unique offer close is about presenting something special that only you can provide. By directing your sales presentation towards them, you ensure that you’re heard and considered by those who can actually green-light the deal. It could be an exclusive feature, service, or pricing.

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

Sales Hacker

APRIL 3, 2020

This video training was originally presented at the 2019 Sales Hacker Success Summit. In it, Founder of Sales DNA , Josh Braun , shows you how to diffuse objections and close the deal. Why people raise objections. The problem with overcoming objections. A way out: examples of the defusing objections framework.

Objection handling 79

Objection handling Sales Commission Prospecting 79

PandaDoc

JUNE 11, 2024

A B2B sales strategy presents salespeople with a roadmap to success, outlining the approach, techniques, and tactics that successfully drive prospects to conversion. It involves long-term relationship-building, establishing trust, identifying complex needs to determine provider/product fit, proposal development, and negotiations.

B2B 52

B2B Process B2C Objectives and Key Results 52

PandaDoc

APRIL 3, 2023

Negotiation play Negotiating with leads, answering questions, and overcoming objections are key parts of sales. Explain the best practices of the negotiation process and give actionable advice and examples on how to handle objections. Are they up to date, though? Or at least to your sales team.

Objectives and Key Results 52

Objectives and Key Results Negotiate Contract Represent 52

Highspot

JANUARY 4, 2024

Include these four elements in your sales training agenda for maximum impact: Skills Assessment for Sales Reps Skills assessment identifies areas where your sales team needs improvement, such as communication, negotiation, product knowledge, or customer experience. Conduct role-playing exercises to practice objection-handling.

Objection handling 52

Objection handling Pitch Sales Technique 52

Sales Hacker

JULY 26, 2023

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. These are just some examples of where I have used ChatGPT throughout the sales process.

Objectives and Key Results 81

Objectives and Key Results Pitch Cold Call Sales 81

Highspot

MAY 30, 2024

Optimize your sales process by mapping each step, from lead generation to negotiation and closing, and finding and removing bottlenecks. This includes templates, scripts, presentations, and objection-handling guides. Refine Sales Process A smooth and efficient sales process is key to maximizing revenue growth.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Education Objection handling 52

Lead Fuze

JANUARY 1, 2022

Presentation. In the presentation stage, sales teams show how their product or service can help a prospect overcome challenges. The presenter should tailor this to identify and address any pain points that they have found through research. I was also wrong about my objection handling. Closing the sale.

Commission 52

Commission Sales Cross-sell Pipeline 52

Sales Hacker

APRIL 26, 2018

Nor can a salesperson achieve decent performance metrics without strategic thinking , affinity to technology , and presenting. These include prospecting, value articulation, problem solving, objection handling and negotiation , and relationship building. The list of required skills can go on and on.

Drivers/motivators 61

Drivers/motivators Non-Profits B2B Strategize 61