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. Objection Handling Call During an objection handling call, you address and overcome any objections or concerns that the prospect raises.

Objection handling 76

Objection handling Negotiate Cross-sell Contract 76

Gong.io

NOVEMBER 12, 2021

10 Sales Skills for Objection Handling: Pause. Objections are inevitable. Rarely does a deal cross the finish line sans objections. Objections are a natural, very normal part of sales. . When faced with an objection, less successful reps start talking at 188 WPM. Approved price” is the winning phrase.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

The 5% Institute

JUNE 8, 2023

Handling Real Estate Objections – The Blueprint Common Real Estate Objections: Price-related objections: “The property is overpriced.” By sharing comparable property prices and recent market trends, you can demonstrate that the price is reasonable. “I can’t afford it.”

Real Estate 52

Real Estate Objection handling Transportation Finance 52

The 5% Institute

JUNE 27, 2023

When it comes to the world of car sales, objections from potential buyers are a common occurrence. Whether it’s concerns about price, features, or financing options, overcoming these objections is crucial for closing the deal successfully. Q5: Is negotiation always necessary when handling objections?

Closing 52

Closing Finance Negotiate Technique 52

Gong.io

NOVEMBER 12, 2021

10 Sales Skills for Objection Handling: Pause. Objections are inevitable. Rarely does a deal cross the finish line sans objections. Objections are a natural, very normal part of sales. . When faced with an objection, less successful reps start talking at 188 WPM. Approved price” is the winning phrase.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

Salesforce

OCTOBER 10, 2023

Imagine this scenario without a sales cycle in place: A rep reaches out to an interesting prospect on LinkedIn and sends a link to a demo, technical product information, and a full pricing grid. Instead of getting defensive when these objections arise, ask follow-up questions to make sure you understand the root of their concerns.

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Outreach

APRIL 9, 2019

A single sale of this type typically involves high price points and multiple decision makers, making the process lengthier and more complex compared to engaging individual consumers (B2C). The B2B Sales Process: A Brief Introduction. If your business sells products or services to other businesses, you have a B2B sales process.

B2B 65

B2B Process Objection handling Negotiate 65

Gong.io

JUNE 25, 2021

Sales Stat #13: Talk price early in the cycle. Discuss pricing on the first call. It does sound counterintuitive, but hear me out (and trust the data): Win rates are highest when sellers discuss pricing on the first call — 10% higher. Pricing sometimes feels taboo to discuss – especially so early in the sales relationship.

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

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. Pricing options. Objection handling. Pricing: Oh, so important. Pricing sheet. Keep pricing completely private.

Territory 118

Territory Objectives and Key Results Contract Price 118

PandaDoc

APRIL 3, 2023

A sales playbook can improve the performance of sales teams, as it helps you: Define sales processes A sales playbook contains all the information your salespeople need for their day-to-day work, including specific procedures, resources, pricing information, product details, and more. Are they up to date, though?

Objectives and Key Results 52

Objectives and Key Results Negotiate Contract Represent 52

Highspot

JANUARY 3, 2024

It could be an exclusive feature, service, or pricing. Help Your Reps Be Comfortable With Handling Objections Objection handling training should focus on understanding the common doubts in your industry, empathy, active listening, and problem-solving.

Closing 52

Closing Objectives and Key Results 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. Negotiating and closing contracts. Negotiation. Inside sales vs. outside sales . Demo/presentation.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

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.

Closing 69

Closing Objectives and Key Results Objection handling Cross-sell 69

Engage Selling

NOVEMBER 5, 2016

“What do I do when my customer says our price is too high and that they can get what I’m selling for less elsewhere?” ” I’ve been running sales workshops for over fifteen years and without fail, this question comes up … Read More »

Price 48

Price Up-sell Sell Objection handling 48

Highspot

OCTOBER 16, 2024

It also involves looking at softer skills like negotiation, communication, and responsiveness. However, every deal stalls because pricing approval requires multiple sign-offs from sales leaders, finance, CRO, and CEO. Besides that, many customers object to pricing due to deeper issues.

Closing 52

Closing Objectives and Key Results Quota Sales 52

PandaDoc

JUNE 11, 2024

Wholesale distribution sales B2B wholesalers sell bulk raw materials to other businesses or retailers for a discounted price. 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

Sales Hacker

APRIL 5, 2018

I’ve also had my fair share of awful demos, discovery calls, and bad negotiation tactics. Well, there are common objections, or “Buyer Scripts” like Jeb Blount alludes to in his book “Sales EQ” And then there’s just about everything else a prospect says while they’re on the phone. What’s your pricing?

Cold Call 76

Cold Call Objection handling Technique Sales 76

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? STOP saying “list price,” “typical price,” or “standard price”. It makes them feel powerful.

Cold Call 107

Cold Call Objectives and Key Results Price Negotiate 107

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.

Prospecting 101

Prospecting Objection handling Appointment SQL 101

The 5% Institute

JULY 4, 2023

It should include market analysis, target customer profiles, competitive analysis, pricing strategies, and promotional activities. A comprehensive sales plan provides a roadmap for the sales team and ensures alignment with the company’s overall business objectives.

Objectives and Key Results 52

Objectives and Key Results Customer Relationship Management Technique Drivers/motivators 52

Salesforce

FEBRUARY 19, 2024

Product information A thorough overview of your products or services should also be included, showcasing features, benefits, pricing, and competitor analyses. It can also help when handling objections from prospects. This section is crucial for ensuring your team understands what they’re selling.

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

Hubspot

OCTOBER 14, 2020

This scenario helps them get acquainted with call aspects like introductions, objection-handling, and the specific messaging your company uses. They need to show that they truly understand why your offering is worth its price. Prospect Demanding a Discount. This mock call scenario can be used to challenge reps at any level.

Cold Call 87

Cold Call Objectives and Key Results Objection handling Construction 87

Sales Hacker

FEBRUARY 2, 2021

Be ready with responses to your prospect’s objections. RELATED: Check out our tips on objection handling. Contract Negotiation: All stakeholders involved understand the value and have an order form in hand–payment terms and price are negotiated at this point, if necessary. Closing the sale.

Sales 109

Sales Cross-sell Pipeline Negotiate 109

Hubspot

APRIL 2, 2018

We’d already agreed on X price. If we can come down to X price, would you sign today?”. Objection handling. You should welcome objections: They give you a chance to address your prospect’s reservations and reasons not to buy. But don’t handle them over email. Negotiations. Tell me about your goals.”.

Prospecting 98

Prospecting X-functional Contract Cross-sell 98

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. Products and pricing. This section should cover the essentials like pricing, key value propositions, and use cases. In sales, it’s not much different.

Sales 98

Sales Gaming Objection handling Quota 98

Lead Fuze

DECEMBER 1, 2021

The woman said, “You know it’s hard to put a price on healthy skin. Chris Voss, a successful negotiator and author of Never Split the Difference has many principles that I’ll share with you today. He was a hostage negotiator and used some of these tactics when negotiating for people’s lives. Why not?”.

Prospecting 52

Prospecting Objectives and Key Results Negotiate Commission 52

Sales Hacker

APRIL 3, 2020

” I threw another objection at her. ” To which she said, “You know, it’s hard to put a price on healthy skin. But you’re not going to be able to raise any objections because this is a one-way webinar. The Objection Handling Mindset (04:09). .” “I don’t want it.”

Objection handling 76

Objection handling Sales Commission Prospecting 76

Sales Hacker

MAY 14, 2018

For example, what better time to reinforce your negotiation strategy than when your rep is prepping for a pricing discussion? This could range from short quizzes related to different stages of the sales cycle, all the way up to objection handling practice via role play and video coaching. Dos and Don’ts.

Objectives and Key Results 65

Objectives and Key Results Cross-sell Objection handling Sales 65

Lead Fuze

JANUARY 1, 2022

If your prospect does not buy into what you are saying, be ready with a response to their objections. I was also wrong about my objection handling. Contract Negotiation: The buyer and seller know the value of an item, so they negotiate on price if necessary. Closing the sale. Closed-Won:=].

Commission 52

Commission Sales Cross-sell Pipeline 52

Hubspot

AUGUST 15, 2013

Objection-Handling Technique: The Agreement Frame. Another Way of Handling Price Objections. 4 Dirty Negotiating Tricks (and How to Counter Them). Who Couldn’t Use An Extra $10 Million In Sales? The Science and Art of Selling, by Alen Majer. Congratulate them on Twitter! Smart Calling Blog, by Art Sobczak.

Elevator Speech 78

Elevator Speech Cold Call Inside sales Objection handling 78

Outreach

MARCH 25, 2019

Common B2B sales pipeline stages: Prospecting Qualification Needs Analysis Value Proposition Identification of Decision Makers Perception Analysis Proposal/Price Quote Negotiation/Objection Handling Closing/Deal Signing Referrals/Upselling. Building a sales pipeline.

Pipeline 65

Pipeline A/B testing Non-Profits Sales 65

Gong.io

FEBRUARY 9, 2019

Objection Handling 6. They’re split into sections from discovery call tips , to product demos , to objection handling , and more. Check out more of Chris Voss’s sales tips and negotiation techniques in this video: While we’re on the topic, here are a few more sales tips and techniques from Chris Voss. Discovery 4.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

Heinz Marketing

NOVEMBER 12, 2018

This time we hear from Jeb Blount in an episode we call “Sales Objection Handling from the Master: Insights from Best Seller Jeb Blount” Jeb is a best selling author of nine books and the CEO at Sales Gravy. You can listen to full recordings of past shows at SalesPipelineRadio.com and subscribe on iTunes.

Pipeline 73

Pipeline Cold Call Sales Prospecting 73

Sales Hacker

APRIL 16, 2018

It begins with a phone call or an email and you move into that first meeting, the sales deck , the demo, the discovery call, objection handling, negotiation, closing, etc. Thinking about pricing strategy and customer segmentation and territories as we realized there was an appetite for access to experts.

Territory 40

Territory Cross-sell Up-sell Objection handling 40

Engage Selling

NOVEMBER 19, 2016

Let’s call a spade a spade. What Wells Fargo did was illegal. They used private customer information to create bogus accounts, forged signatures and authorized charges that customers were not made aware of. I, for one, am sick of the … Read More »

Objection handling 48

Objection handling Customers Presentation Account management 48

Hubspot

JANUARY 22, 2018

Price: Can you anticipate the return of the training will be at least 5X its price? We’ve rounded up some of the most valuable training programs at a variety of price points, locations, themes, and delivery options. Focus: Prospecting, negotiating and closing, social selling, and sales management. Price: Varies.

Objectives and Key Results 101

Objectives and Key Results Inside sales Price Negotiate 101

Salesforce

NOVEMBER 20, 2023

These calls — most often conducted either in-person or via video — involve multiple parts, including initial agenda-setting by the rep, the product pitch, a demo, prospect objections and rep responses, negotiation, and outlining of next steps. Do you owe the prospect a spec sheet or a price quote? Confirm next steps.

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69