Salesforce

APRIL 11, 2023

We learned very quickly that the biggest obstacle to closing new business isn’t the objections themselves, it’s how the team manages the objections. The key to effective objection handling is using a question-based framework that puts the prospect at ease. Why is objection handling important?

Objection handling 98

Objection handling Objectives and Key Results Trust Prospecting 98

SalesLoft

AUGUST 4, 2020

Objections don’t have to be your sales team’s kryptonite. We’ll share how it’s not only possible to combat objections during one-off sales conversations, but scale the objection-handling process so all team members respond with the same voice and carefully articulated talking points.

Objection handling 105

Objection handling Sales Conversion Prospecting 105

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? Then, we analyzed the calls using artificial intelligence (AI) and natural language processing (NLP) to identify behaviors that correlate with sales success.

Objection handling 110

Objection handling Technique Price Sales 110

Highspot

OCTOBER 22, 2024

If reps are misaligned on even just one step in the sales process, it can become nearly impossible to drive predictability within your sales force. The sales process consists of various stages – and each is crucial to the success of the deal. So, how can you optimize your sales process to improve consistent execution?

Process 52

Process Objection handling Quota Negotiate 52

Cerebral Selling

FEBRUARY 23, 2025

Most sales reps start with product or process-focused questions like What are you doing today? But the truth is customers dont wake up thinking about products or processes. “We’re trying to automate process ABC”) just keep asking “ Why is that important ?” or What are you looking for in a solution?

Customers 130

Customers Objection handling Strategize Negotiate 130

Partners in Excellence

FEBRUARY 13, 2025

The primary observations had been frustration over the buying process, less with solution selection. In Hank’s latest research he reports that buyers are getting better in navigating their buying process. Part of this is they are engaging more internal groups in their buying process.

Objectives and Key Results 82

Objectives and Key Results Objection handling Meeting Process 82

Partners in Excellence

NOVEMBER 21, 2024

Closing techniques, discovery hacks, objection handling gimmicks, proposal generation in 5 minutes, and more. Are you helping them more effectively navigate the buying process? How we leverage technologies to reduce the time we spend on administrative tasks. And AI has amped it up to another level. Are you selling more?”

Objection handling 126

Objection handling Technology Technology Up-sell 126

Cerebral Selling

SEPTEMBER 27, 2022

Effectively navigating this type of sensitive sales conversation requires mastering a combination of foundational messaging, discovery, and objection handling tactics, delivered with the right tone and approach. Would it cause us to miss revenue growth opportunities or opportunities to entrench new positive behaviors and processes?’”

Objection handling 226

Objection handling Sales Construction Prospecting 226

Veloxy

JANUARY 7, 2025

We’ll explore the ins and outs of the sales cycle, identify key metrics for improvement, and provide actionable insights to enhance your sales process. Understanding the Sales Cycle In order to manage and refine your sales process, you need to understand the sales cycle. This outline helps you to visualize the whole process.

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

SaaStr

MARCH 29, 2025

You need to close your first 10-20 customers yourself to deeply understand the sales process, objections, and what resonates with buyers. The transition typically happens when you hit ~$1M ARR or when you can no longer handle the volume of leads yourself. Include scripts, objection handling, and key metrics.

Commission 82

Commission Objection handling Quota Sales 82

Partners in Excellence

JUNE 13, 2019

Recently, someone posed a question on LinkedIn: “What is the most important part of the sales process?—–Prospecting, Others look at skills like questions, objection handling, and so forth. —–Prospecting, Discovery, Closing?” ” These questions always present us a false choice.

Process 102

Process Objection handling Sales Pipeline 102

Hubspot

AUGUST 19, 2024

Today, we will help you overcome that fear of rejection by following a process. Objection handling 4. Many VPs in your position need help with long ramp-up times for new hires and inconsistent sales processes across the team. However, mastering these four steps in the cold calling process. Value proposition 3.

Cold Call 80

Cold Call Objection handling Follow-up Technique 80

Lead Fuze

DECEMBER 2, 2021

3 Objection Handling Script Examples & Techniques All Sales Professionals Must Conquer. What if you didn’t fight objections, but instead took the time to dance with them? Objections might be questions and this would give you a chance to clarify value, provide insights or share information. Value Scale.

Objection handling 52

Objection handling Commission Prospecting Price 52

Cerebral Selling

JANUARY 23, 2023

The good news is, there’s a powerful objection-handling tactic that can not only help you overcome these barriers to winning more business but help you side-step them altogether. It’s called inoculation. What is Inoculation? The first two to three months of this role are going to be tough!” I would say.

Objection handling 221

Objection handling Cross-sell Price Up-sell 221

The 5% Institute

FEBRUARY 24, 2020

If you’re selling B2B – also known as business to business; something that’ll be foundational to your success in your industry, is the presence of your B2B sales process. But what exactly is a B2B sales process? The B2B Sales Process – Explained Step By Step. What Is A B2B Sales Process? What Is A B2B Sales Process?

B2B 98

B2B Process Objectives and Key Results Objection handling 98

The 5% Institute

MARCH 3, 2020

If you’re selling B2B – also known as business to business; something that’ll be foundational to your success in your industry, is enacting a complex sales process. But what exactly is a complex sales process? The Complex Sales Process – A Step By Step Guide. The Complex Sales Process – A Step By Step Guide.

Process 98

Process Objectives and Key Results Objection handling Sales 98

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. These objections can arise due to various reasons, such as price, product fit, trust issues, or comparisons with competitors.

Objection handling 52

Objection handling E-commerce Real Estate Finance 52

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

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.

Objectives and Key Results 125

Objectives and Key Results Objection handling GTM Pipeline 125

Gong.io

JUNE 19, 2018

The Internet is littered with articles about the sales process. It’s the only sales process post based on hard data. The analysis revealed concrete behaviors and patterns across the entire sales process that lead to successful outcomes. Prospecting is your first step in the sales process. Equipping your reps to execute.

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

Cerebral Selling

SEPTEMBER 12, 2022

For example, a manual process that your solution can automate may not be seen as a high priority to address. However, encouraging the customer to consider the complications that may arise with that manual process if they are forced to reduce the size of their workforce due to economic pressures, may tip the scales! Stick around?

Customers 213

Customers Objectives and Key Results Objection handling Drivers/motivators 213

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.

Objection handling 140

Objection handling Sales Appointment Clients 140

The 5% Institute

JULY 20, 2021

One of the most important parts of the sales process as well as your sales conversations, is handling sales call objections the right way. Handling sales call objections can either help you close the sale, or potentially break rapport if you handle them incorrectly. So how do you establish trust and desire?

Objection handling 145

Objection handling Sales Trust Presentation 145

The 5% Institute

MAY 18, 2021

Objection handling. A big reason as to why the “I need to speak to” sales objection comes up, is because you’re not learning early who the purchasing decision makers are. This objection handling question makes this a great addition to your sales questions to ask customers. Qualification. Want To Close Sales Easier?

Objection handling 140

Objection handling Objectives and Key Results Customers Sales 140

Partners in Excellence

APRIL 3, 2024

And as we start linking shortcuts, things that are disconnected in the process, we find ourselves doing more work to fit them together, trying to manage a whole bunch of varied shortcuts that are supposed to make things easier for us. We also become very nimble in the execution of the process.

Objection handling 143

Objection handling Construction Technique Drivers/motivators 143

Sales Pop!

SEPTEMBER 13, 2024

AI and automation are transforming sales processes by eliminating repetitive tasks. Customize Coaching Prompts : Set up prompts in the AI to guide reps through the sales process. Monitor Performance : Track metrics like talk-to-listen ratios and objection handling with AI tools. for live insights during sales calls.

Objectives and Key Results 130

Objectives and Key Results Objection handling CRM Pipeline 130

Veloxy

FEBRUARY 13, 2023

Open ended sales questions are a crucial aspect of the sales process. Can you walk me through your current process for [relevant task] and what difficulties you face? Having these “decision making process” questions answered beforehand will accelerate your selling process. It’s true.

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

Highspot

APRIL 1, 2025

If you overlook a critical detail, the AI notes the gap and suggests a controlled decision-making process. Experience level: A new rep vs. a seasoned seller Performance challenges: Struggling to close deals, low confidence, or poor objection handling? Mindset: Open to coaching, resistant to feedback, or lacking self-awareness.

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SalesHood

JANUARY 30, 2025

Discover why sales enablement is essential for marketers. Align teams to drive revenue, improve content impact and enhance buyer experiences.

Objection handling 52

Objection handling Sales Process 52

The 5% Institute

DECEMBER 15, 2020

1 – Objection Handling. The first on our list of sales team building 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 134

Gaming Objection handling Sales Pitch 134

Highspot

MARCH 6, 2025

These reviews can happen yearly, quarterly, or monthly, depending on your sales process. Raise the performance bar: Actionable feedback helps reps refine their sales techniques, objection handling , sales presentation skills, and pipeline management. Celebrate achievements: Everyone loves to be recognized. Id like help there.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Sales 52

Sales Pop!

JULY 3, 2024

It addresses the fundamental processes for designing an effective salesforce that can consistently surpass its goals and provide exceptional outcomes. Implement strict screening processes like thoroughly reviewing resumes and conducting phone interviews.

Non-Profits 130

Non-Profits Teamwork Objection handling Commission 130

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.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

Partners in Excellence

MAY 30, 2023

We engage in linear selling processes–Prospecting, Qualifying, Discovering, Proposing, Closing. We may have “invented” a customer buying process that aligns with our desired process–Defining Problems, Identifying Alternatives, Identifying Needs, Assessing Alternatives, Choosing A Vendor.

Objection handling 133

Objection handling Quota Entertainment Up-sell 133

Cerebral Selling

APRIL 6, 2021

Softening statements acknowledge the validity of the objection and act as a calming mechanism. Related article: 3 Objection-Handling Lessons from Pandemic Politics. Related article: 3 Powerful Ways to Lead Your Customer Through the Buying Process . The best sellers lead their customers into the future.

Sell 140

Sell Objection handling Hospitality Pitch 140

Gong.io

NOVEMBER 19, 2021

But you can learn how to handle them. Even the top-performing reps encounter sales objections. They’re not something you can avoid by doing a great job in the sales process, so get comfortable with them. What matters is knowing which type of objection you face, and using the right strategy to overcome it. Complacency.

Objection handling 108

Objection handling Technique Sales Pitch 108

The 5% Institute

DECEMBER 12, 2019

Objection handling. A big reason as to why the “I need to speak to” sales objection comes up, is because you’re not learning early who the purchasing decision makers are. This objection handling question makes this a great addition to your questions to ask a potential client. Qualification.

Clients 98

Clients Objection handling Objectives and Key Results Follow-up 98