The 5% Institute

JUNE 15, 2023

In the world of sales and business, objections are inevitable. When you’re trying to sell a product or service, potential customers often raise concerns or doubts that can hinder the sales process. Objections are concerns, doubts, or questions raised by potential customers that prevent them from making a buying decision.

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Objection handling E-commerce Real Estate Finance 52

Cerebral Selling

APRIL 6, 2021

Your pitch needs to as well. ROI is an objective statistic. ” and then adapted their pitch and message accordingly. Has your pitch? Now more than ever, you need to focus your time and attention on the customers you can help AND who have the means to invest in your product or service.

Sell 139

Sell Objection handling Hospitality Pitch 139

Gong.io

NOVEMBER 19, 2021

Hearing sales objections make a rep want to: Say these words: “I’ve got the perfect solution for you!”. Launch (knee-jerk styles) into a monologue about how their product solves the problem. Handling sales objections well is a skill that separates good reps from their top-performing peers. Both of them are a bad idea.

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Objection handling Technique Sales Pitch 108

The 5% Institute

FEBRUARY 20, 2020

1 – Objection Handling. The first on our list of fun sales training games, is objection handling. Many Sales Professionals if trained correctly, will use something like our five-step objection handling breakdown ( that you can find here ) to overcome sales objections.

Gaming 98

Gaming Objection handling Sales Pitch 98

The 5% Institute

FEBRUARY 5, 2021

Sales resistance is something you’ll experience as a Business Owners or Sales Professional when selling your products or services. Sales resistance is the resistance a potential client or customer feels before they buy a product or service. Related article: How To Overcome The Two Main Sales Objections In Two Minutes.

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Objection handling Sales Trust Presentation 128

Partners in Excellence

NOVEMBER 27, 2018

And, there’s always endless product training (actually most of sales training ends up not being selling skills, but instead product training.). Rather than heavily product selling focused, they leverage more customer focused language, but under the covers, they haven’t changed substantively.

Sell 117

Sell Objection handling Assembly Line Territory 117

The 5% Institute

JULY 23, 2020

Prior to diving into our program and how it’ll help solve your needs; let’s first look at what makes selling mortgages and loans different to many other products and services. Premature presentation is when a Sales Professional presents their products or services too early and loses the sale. It’s Higher Ticket. Building Rapport.

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Closing Objection handling Sales Presentation 141

Gong.io

JUNE 25, 2019

Most salespeople are overtrained on their products and undertrained on sales skills. You’re in the middle of a discovery call and your buyer blurts out: “Can you just show me the product?”. It’s a short pitch (~3-5 minutes) about a business problem you solve or an opportunity you help buyers exploit. Have you been here before?

Objectives and Key Results 108

Objectives and Key Results Pitch Hospitality Objection handling 108

Sales Hacker

SEPTEMBER 11, 2019

Which is a real problem… Because after you’ve put effort and resources into researching and creating a solid pitch and proposal, it only makes sense to come to the table prepared to negotiate with the prospect. Be clear and transparent about product information. Be Clear and Transparent When You Communicate Product Information.

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Negotiate Closing Objectives and Key Results Objection handling 111

Partners in Excellence

JANUARY 13, 2019

If you are a financial professional every other financial professional understand you, as a result you can have very productive conversations. Sales is no different, we have our own vocabulary, terms like prospecting, qualifying, objection handling, pipeline, funnel, discovery, closing, quota.

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Objection handling Technique Construction Finance 97

Partners in Excellence

OCTOBER 10, 2024

“Objections,” more specifically, “Objection Handling” have been a fundamental part of sales training, probably since the first sale. Our mindset about objections tends to be combative, it’s the customer resisting our pitches, objections are something to overcome.

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Objection handling Technique Pitch Conversion 62

Gong.io

NOVEMBER 12, 2021

. #4 Sales Skills for Pitching: The 9-minute rule. Now you enter pitch mode. You’ve trimmed it down and have “perfected” your 30-minute pitch. The problem: You are 3x+ longer than your sales pitch should be. The problem: You are 3x+ longer than your sales pitch should be. Objections are inevitable.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

CloserIQ

APRIL 25, 2019

A sales pitch , no matter how perfect, can quickly be ruined by poor objection handling afterward. Everyone has questions, no matter the industry, no matter the product. It’s a rare day when you pitch someone and they simply submit and ask where to sign. Your product/service is too expensive.

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SQL Objection handling Angle Pitch 92

Hubspot

SEPTEMBER 30, 2019

Objection handling training exercises. Have your reps come up with all of the reasons they’ve heard why someone would reject your product. Then, have them develop — on their own or in groups — the most convincing counters to those objections. Match the product to the person. Present your buyer’s journey.

Gaming 101

Gaming Pitch Sales Objection handling 101

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. Product demo flows. Product demo flows. Objection handling. Best-in-class sales playbooks include: . Sales resources.

Territory 118

Territory Objectives and Key Results Contract Price 118

Salesforce

DECEMBER 19, 2023

11 Time-Saving GPT Prompts for Sales Crafting a good GPT prompt can be deceptively simple, but getting it just right requires nuance that can deliver a big productivity win, especially in sales. This post shows salespeople how to use GPT prompts to write sales pitches and emails, analyze market data, and more. Here’s our advice.

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Objection handling Customer Relationship Management Negotiate CRM 115

Gong.io

JUNE 10, 2019

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. Objection handling mastery.

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Objection handling Sales Negotiate Pitch 91

Gong.io

JUNE 19, 2018

You can get away with “pitches” for up to 37 seconds : Stats show that if your spiel is too short — 25 seconds or less — you’re half as likely to book a meeting as a rep who talks for longer: Shocking, isn’t it? Sure, you’re looking for a conversational rhythm in which your volume, pitch, talking speed, and pauses align.

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Process Objectives and Key Results Cold Call Objection handling 103

Hubspot

DECEMBER 13, 2023

These are important to understand of course, but salespeople aren't always going to call just to pitch to a potential customer — the job encompasses so much more. You'll provide a brief overview of your product or service and try to gain their interest. What outcomes or goals are you looking to achieve in the next [timeframe]?”

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Objection handling Negotiate Cross-sell Contract 87

Sales Hacker

NOVEMBER 7, 2017

The Key to Outbound Sales Success – Understand the Problems & Pain You Are Solving With Your Product. But we often present our product as a solution. This goes to an idea that Jason Fried, one of the founders of Basecamp, talks about often: You don’t really sell “product” at the end of the day. Tailor Your Sales Pitch.

Objection handling 108

Objection handling Sales Cold Call Niche 108

Gong.io

JULY 6, 2018

Instead, learn to pull the prospect into your rhythms (volume, pitch, talking speed, and pauses). Ending your sentences and questions on a high pitch note robs you of your authority and ability to command respect. Having a high pitched, approval-seeking tone screams “I’m an approval-seeking salesperson!”.

Cold Call 103

Cold Call Objection handling Pitch Sales 103

Sales Hacker

SEPTEMBER 15, 2021

Instead, I’m analyzing them all and focusing coaching conversations around where I can make the most difference: objection handling. Sentiment supercharges objection handling. All you need to do is nudge them from your competitor’s product to yours. The key to overcoming bad-timing objections is urgency.

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Objection handling Sales Price Prospecting 95

Hubspot

AUGUST 19, 2024

Objection handling 4. Instead of a pitch slap, they are approached with thanks. Connect Your Solution: How does your product or service help them achieve their goals or overcome obstacles? They will typically answer with hiring, product updates, competing priorities, etc. The introduction (pattern interrupt) 2.

Cold Call 80

Cold Call Objection handling Follow-up Technique 80

Sales Hacker

FEBRUARY 2, 2021

To put it simply, a sales cycle is the journey a potential client embarks on that begins when they develop an interest in a product to when they make a purchase. This process involves identifying potential clients who might be interested in your product or service. Handling objections. And why is it important?

Sales 111

Sales Cross-sell Pipeline Negotiate 111

Martech

JULY 19, 2023

I got to really know outbound marketing: Objection handling, what do we say to a customer? Being an employee is as much of a sales pitch as selling your product to a customer. With Citigroup, I really understood the division I was in. It was credit cards and. It was a call center. I managed a floor of people.

Cold Call 98

Cold Call Objection handling Promote Negotiate 98

Hubspot

AUGUST 15, 2013

Objection-Handling Technique: The Agreement Frame. Another Way of Handling Price Objections. Some awesome recent posts: Ten Ways to Increase a Sales Rep’s Productivity. How to Pitch Better: The Rhyming Pitch. Pitch Anything by Oren Klaff. Who Couldn’t Use An Extra $10 Million In Sales?

Elevator Speech 78

Elevator Speech Cold Call Inside sales Objection handling 78

Highspot

OCTOBER 29, 2024

They essentially speed up the coaching process by reviewing sales reps’ pitches and meeting recordings, grading them, and delivering instant feedback. This tool acts as a virtual assistant that provides real-time guidance during sales calls, offering suggestions for objection handling, tailoring pitches, and delivering compelling messages.

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Objectives and Key Results Sales Pitch Objection handling 64

Gong.io

JANUARY 12, 2021

As a SaaS organization, we have most of the same teams as the companies we sell into — Sales, Product, Customer Success, etc. The people want to know: How do YOU (Gong) use YOUR PRODUCT (Gong)? Top sales reps are also objection-handling pros. We get asked that question a lot. . And it’s a fair question.

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Follow-up Objection handling GTM Meeting 118

Hubspot

SEPTEMBER 29, 2023

Through the platform, you can record pitch or call practice sessions, which enable reps to learn how top sales performers give pitches. Additionally, you can enable collaborative coaching by letting reps give eachother pitch feedback, while additional features, like Leaderboards, can encourage friendly competition.

Objectives and Key Results 81

Objectives and Key Results Price Objection handling Pitch 81

Adaptive Business Services

JULY 27, 2022

Throw away the objection handling and conquering techniques. Ditch the pitch and become an educator instead. You have to know your product inside and out. Throw away the adversarial behaviors. Throw away the close. . The close is overrated anyway. That means … everything that happens before the big moment. Top to bottom.

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Objection handling Quota Pitch Technique 71

Lead Fuze

JULY 18, 2023

We will explore common objections you might encounter during prospecting or follow-up calls such as price, budget, competitor comparisons, and timing issues. You’ll learn about the LAER method for objection handling – a proven strategy that can help you address your prospect’s concerns professionally and persuasively.

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Objection handling Cold Call Contract Pitch 52

Highspot

NOVEMBER 9, 2023

Efficiency and Productivity A digital sales room centralizes all essential sales resources, tools, and information in one platform. Content Management and Consistency Sales collateral, such as product information, presentations, and sales scripts, can be managed and updated efficiently within a digital sales room.

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Objectives and Key Results Objection handling Teamwork Sales 59

Lead Fuze

JUNE 30, 2023

Mastering objection handling techniques such as Sandler’s Reverse Negative approach will be another focus area. By adopting this comprehensive approach to enhancing your abilities as a seller, you’re setting yourself on track for success in any field where you’re selling products or services.

Objectives and Key Results 52

Objectives and Key Results Objection handling Technique Pitch 52

Sales Hacker

OCTOBER 5, 2018

Reps that take too long to ramp can have a difficult time hitting revenue targets – on average, reps spend 10 weeks in training but only become productive after 11 months. Software companies used to spend months or years developing new products. Taking a Page from Agile Software Development. 14 Day Sprint: Training ?

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Objectives and Key Results Objection handling Sales Negotiate 82

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. Yeah, you know what I first read my early objection was, but sales is not linear, right? Jeremey : Got it.

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Objection handling Quota Negotiate Presentation 59

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. Product and Industry Knowledge Your sales reps should have a thorough understanding of your product or service and the industry you operate in.

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B2B Objection handling Negotiate Technique 52

Highspot

NOVEMBER 24, 2024

This, in turn, supports your business in achieving its objectives and staying ahead of the curve. The program covers everything from onboarding and product knowledge to sales techniques and workflows. On top of that, they can collaborate more effectively, share insights, and work towards a shared objective—driving revenue growth.

Pitch 52

Pitch Technique Sales Cross-sell 52