The 5% Institute

APRIL 13, 2021

Although this is completely normal, it’s still very important to have regular sessions with your team, as it keeps communication healthy, and creates an opportunity to up skill their training and abilities. 1 – Objection Handling. The first on our list of practice sales activities, is objection handling.

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Closing Objection handling Gaming Sales 145

Veloxy

FEBRUARY 13, 2023

Avoid current and future objections Go back up to the top of this blog post and review Jordan Belfort’s three-step open ended sales sequence. When it comes to [relevant issue], what keeps you up at night? Gone are the days of selling one to one. “ Be the one that asks more questions to get more opportunities!

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Objectives and Key Results Sales Objection handling Follow-up 246

Partners in Excellence

APRIL 13, 2022

Lately, I’ve been watching some eLearning programs on objection handling. It suddenly struck me, there’s a unique arrogance we sellers have about the concepts of objections. Too often, the underlying thinking seems to be that salespeople are the only people that encounter objections.

Objection handling 139

Objection handling Technique Pitch Promote 139

The 5% Institute

DECEMBER 15, 2020

Sales team building games can be a great way to break up your usual sales team meetings , because it allows your Sales Professionals to enhance their personal development in a lighter way. 1 – Objection Handling. The first on our list of sales team building games, is objection handling. 2 – Sell Me This Pen.

Gaming 134

Gaming Objection handling Sales Pitch 134

The 5% Institute

AUGUST 2, 2022

Sales Drills #1 – Objection Handling. There are numerous sales objections your team will come across when speaking with your potential clients, and if they don’t know how to effectively handle them – this can cost them the sale. Related article: Sales Objection Handling – A Step By Step Guide. 3 – Pre-Frame.

Objection handling 140

Objection handling Sales Appointment Clients 140

Highspot

OCTOBER 29, 2024

When sales managers don’t have the bandwidth to set up personalized coaching sessions for each rep on their team, it may be time to use AI sales coaching – your always-on coaching assistant. This ensures that reps have access to the most effective and up-to-date sales strategies and techniques.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

The 5% Institute

JULY 20, 2021

We recommend using the BANT method to identify whether or not they qualify, which’ll prevent sales objections and sales conditions coming up later on. If there is a lack of time frame or need, then you’re not going to have much desire; which will make dealing with sales objections difficult. BANT stands for: Budget.

Objection handling 145

Objection handling Sales Trust Presentation 145

Partners in Excellence

MAY 15, 2014

.” When I ask, I get responses like: “Would you just give us the formula to [insert whatever you want--prospect, get meetings with execs, close, handle this/that objection, fill my pipeline.]?” ” “If I just had a killer pitch!” If you want to be successful in selling.

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Objection handling Pitch Pipeline Closing 124

Highspot

NOVEMBER 24, 2024

At its core, sales training teaches sales reps how to sell, imparting essential skills and techniques for engaging customers. On the flip side, sales enablement provides the tools to sell better. For instance, you might discover that some reps struggle with objection handling by monitoring calls.

Pitch 52

Pitch Sales Technique Cross-sell 52

The 5% Institute

FEBRUARY 20, 2020

Fun sales training games can be a great way to break up your usual sales team meetings , because it allows your Sales Professionals to enhance their personal development in a lighter way. 1 – Objection Handling. The first on our list of fun sales training games, is objection handling. 2 – Sell Me This Pen.

Gaming 98

Gaming Objection handling Sales Pitch 98

Partners in Excellence

MAY 17, 2021

I started selling to large banks and investment companies, so I made it my job to learn their language so that I could understand what they were saying and I could make myself understood. When a manager asks about the pipeline, we don’t conjure up sewage systems, water or gas pipelines and the associated pumps and valves.

Objectives and Key Results 145

Objectives and Key Results Technique Manufacturing Objection handling 145

Gong.io

NOVEMBER 12, 2021

The goal of prospecting is to sell the meeting. In this prospecting call, that’s your only objective: Land the meeting and move the buyer down the funnel. . Instead, focus on selling the meeting. #2 4 Sales Skills for Pitching: The 9-minute rule. You’ve sent a (long) follow-up email. Now you enter pitch mode.

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Cold Call Objectives and Key Results Negotiate Cross-sell 118

Partners in Excellence

NOVEMBER 27, 2018

Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s. Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s. But there are limitations to this.

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Sell Objection handling Assembly Line Territory 114

Gong.io

FEBRUARY 1, 2019

For example, it probably feels right and intuitive to do a “ramp up” product demo. That’s when you start your demo from the ground up, build anticipation, and do a “grand finale” at the end, For most people, that seems like the right way to approach a product demo. The first product demo was all lead up. Here’s an example.

Product 132

Product Objectives and Key Results Objection handling Pitch 132

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. The easiest way to tell if a person is feeling sales resistance, is that they will usually bring up objections – or areas of concern. Sales objections usually come from two places.

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Objection handling Sales Trust Presentation 128

Gong.io

NOVEMBER 19, 2021

Here’s how you get out of this trap, with one magic heck-of-a-sentence about the sales objection they named: “If we somehow figured out how to solve that issue completely, what other obstacles would we have to overcome before moving forward?”. If the customer voices other obstacles, those may be the real sales objections you’re up against.

Objection handling 108

Objection handling Technique Sales Pitch 108

Gong.io

JUNE 25, 2019

Here’s a fix for that: Sign up for our free Sales Success Master Class video series. It’s a short pitch (~3-5 minutes) about a business problem you solve or an opportunity you help buyers exploit. Are you selling to a local restaurant? Are you selling to a hospital? Are you selling to a fast-growing tech company?

Objectives and Key Results 108

Objectives and Key Results Pitch Hospitality Objection handling 108

Gong.io

MAY 3, 2018

Successful cold calls were defined as those that ended up in a held follow-up meeting. Cold calling isn’t about discovery – it’s about selling the meeting. It’s your job to take this time and sell them on why they should attend the meeting. Otherwise, your selling sequence is unlikely to go well.

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Cold Call Pitch Education Prospecting 123

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. Have an idea of when each step should be taken, from first contact to following-up, all the way to actually closing the deal.

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Negotiate Closing Objectives and Key Results Objection handling 111

The 5% Institute

AUGUST 12, 2021

We recommend using the BANT method to identify whether or not they qualify, which’ll prevent sales objections and sales conditions coming up later on. If there is a lack of time frame or need, then you’re not going to have much desire; which will make dealing with sales objections difficult. BANT stands for: Budget.

Objection handling 145

Objection handling Trust Presentation Closing 145

The 5% Institute

AUGUST 16, 2021

We recommend using the BANT method to identify whether or not they qualify, which’ll prevent sales objections and sales conditions coming up later on. If there is a lack of time frame or need, then you’re not going to have much desire; which will make dealing with sales objections difficult. BANT stands for: Budget.

Objection handling 145

Objection handling Trust Presentation Clients 145

The 5% Institute

NOVEMBER 1, 2021

We recommend using the BANT method to identify whether or not they qualify, which’ll prevent sales objections and sales conditions coming up later on. If there is a lack of time frame or need, then you’re not going to have much desire; which will make overcoming objections in sales conversations difficult.

Objection handling 144

Objection handling Sales Trust Presentation 144

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. Sell me this pen. Why not take a similar approach with your sales team?

Gaming 101

Gaming Pitch Sales Objection handling 101

The 5% Institute

OCTOBER 25, 2021

We recommend using the BANT method to identify whether or not they qualify, which’ll prevent sales objections and sales conditions coming up later on. If there is a lack of time frame or need, then you’re not going to have much desire; which will make dealing with sales objections difficult. BANT stands for: Budget.

Sales 144

Sales Objection handling Trust Presentation 144

Gong.io

JUNE 10, 2019

There’s no point in improving the speed of the other vehicles if there’s a slow one holding everything up. 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. Presentations that sell.

Objection handling 91

Objection handling Sales Negotiate Pitch 91

Score More Sales

SEPTEMBER 26, 2014

Because people who sell are all different and our buyers are also people who are all different. Roles vary in companies – what I say to an executive in the c-suite is different than what I say to the IT director or to the user of the services I could sell to a company. Listen Up & Learn. Objection Handling.

Sell 90

Sell Objection handling Pitch Contract 90

Gong.io

JUNE 19, 2018

They are about selling your value to pique their interest enough for a meeting. 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? Or use the runner up: “How are you?”.

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

The 5% Institute

SEPTEMBER 27, 2021

We recommend using the BANT method to identify whether or not they qualify, which’ll prevent sales objections and sales conditions coming up later on. If there is a lack of time frame or need, then you’re not going to have much desire; which will make dealing with sales objections difficult. BANT stands for: Budget.

Sales 141

Sales Objection handling Trust Presentation 141

The 5% Institute

AUGUST 25, 2022

We recommend using the BANT method to identify whether or not they qualify, which’ll prevent sales objections and sales conditions coming up later on. If there is a lack of time frame or need, then you’re not going to have much desire, which will make dealing with sales objections difficult. BANT stands for: Budget.

Sales 140

Sales Objection handling Trust Presentation 140

The 5% Institute

MAY 18, 2021

We recommend using the BANT method to identify whether or not they qualify, which’ll prevent sales objections and sales conditions coming up later on. If there is a lack of time frame or need, then you’re not going to have much desire; which will make dealing with sales objections difficult. BANT stands for: Budget.

Objection handling 130

Objection handling Sales Trust Presentation 130

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. For example, if you sell CRM software, you might conduct a demo call to show the prospect how your system can streamline their sales processes and improve customer relationships.

Objection handling 87

Objection handling Negotiate Cross-sell Contract 87

Salesforce

DECEMBER 19, 2023

In the enterprise world, generative AI has shaken up fields from marketing and sales to service and ecommerce. This post shows salespeople how to use GPT prompts to write sales pitches and emails, analyze market data, and more. Get articles selected just for you, in your inbox Sign up now 6.

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Objection handling Customer Relationship Management Negotiate CRM 115

Sales Hacker

NOVEMBER 7, 2017

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. You sell people a better version of themselves or their company. Even if you can come up with an ROI there’s no trigger why to buy NOW. Tailor Your Sales Pitch. What solution?

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Objection handling Sales Cold Call Niche 108

Gong.io

JULY 6, 2018

Your prospect is 30% more likely to show up for a call at 4 PM than one at 8 AM. Instead, spend a few minutes warming up the tone of the call. Instead, learn to pull the prospect into your rhythms (volume, pitch, talking speed, and pauses). For example, use “we” language when you want to warm your buyer up on a cold call.

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Cold Call Objection handling Pitch Sales 103

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. Round up your corporate-approved, top-notch sales decks. Best-selling author, Hal Elrod, once said: .

Territory 118

Territory Objectives and Key Results Contract Price 118

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. I play the prospect who’s using our competitor and my rep tries to sell me on the Outreach’s differentiators.

Objection handling 110

Objection handling Sales Prospecting Price 110

Sales Hacker

FEBRUARY 2, 2021

A sales cycle is a term used to describe the sales process steps, beginning when a sales rep identifies a potential customer to follow up after closing the sale. It entails carrying out research and gathering vital information regarding your customer so that you can make a good pitch guaranteed to close the deal. Handling objections.

Sales 111

Sales Cross-sell Pipeline Negotiate 111