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?

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Objection handling Objectives and Key Results Trust Prospecting 98

Cerebral Selling

FEBRUARY 23, 2025

product-centric) messaging. 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. In the past, Ive spoken about engaging customers by leading with heavy doses of problem-centric (vs.

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Customers Objection handling Strategize Negotiate 130

Partners in Excellence

JULY 5, 2022

But there are a lot of problems with disagreement–or at least our ability to understand and manage disagreements, productively. If we learned how to deal with disagreement, productively, disagreement provides huge opportunities to learn, improve, grow, and achieve. Disagreement can be very threatening. We may miss opportunities.

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Product Objection handling Conversion Customers 133

Partners in Excellence

NOVEMBER 21, 2024

I’m imagining the end game of all the productivity and efficiency hacks I see filling my feeds. Closing techniques, discovery hacks, objection handling gimmicks, proposal generation in 5 minutes, and more. But if you haven’t read it, it’s a fascinating read. And AI has amped it up to another level.

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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. Delivering the Narrative.

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Objection handling Sales Construction Prospecting 226

Partners in Excellence

FEBRUARY 13, 2025

He is also identifying the AI effect, saying buyers are leveraging LLMs to support product selection. … and more… As we look at these issues and how we meet their increased expectations, we notice virtually none of this is about a product. The challenge becomes, “Are sellers getting better?”

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Objectives and Key Results Objection handling Meeting Process 82

Partners in Excellence

OCTOBER 10, 2024

“Objections,” more specifically, “Objection Handling” have been a fundamental part of sales training, probably since the first sale. In our team meetings, we sometimes workshop different objections we might encounter. “This call will be great as long as they don’t bring up these issues?

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Objection handling Technique Pitch Conversion 62

Gong.io

FEBRUARY 1, 2019

If doing a product demo FEELS easy and intuitive, watch out. Even if you have lots of product knowledge, doing a product demo persuasively is hard and counterintuitive. I mean that what feels right during a product demo usually causes failure. 3 Million Product Demos Analyzed. What do I mean?

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Product Objectives and Key Results Objection handling Pitch 132

The 5% Institute

JULY 21, 2023

When faced with objections, it’s crucial to respond effectively and persuasively to convince others of your viewpoint or proposition. In this article, we will explore powerful objection handling techniques that can help you navigate challenging situations, turning doubts into opportunities.

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Objection handling Technique Closing Sales 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. Note : since many of these objections may involve preemptively addressing competitive threats, check out my post on how to talk about your competition.

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Objection handling Cross-sell Price Up-sell 221

Lead Fuze

DECEMBER 2, 2021

3 Objection Handling Script Examples & Techniques All Sales Professionals Must Conquer. 3 Common Objections (And Objection Handling Script). Below are three different ways to handle objections. Objection handling is value clarification. Objection handling is problem solving.

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Objection handling Commission Prospecting Price 52

SaaStr

MARCH 29, 2025

Founders are often the best salespeople early on because they know the product inside-out, theyre passionate, and customers love talking to the CEO. You need to close your first 10-20 customers yourself to deeply understand the sales process, objections, and what resonates with buyers. Heres how to approach it: 1. Be specific.

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Commission Objection handling Quota Sales 79

Hubspot

AUGUST 19, 2024

Objection handling 4. 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. Today, we will help you overcome that fear of rejection by following a process. Value proposition 3.

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Cold Call Objection handling Follow-up Technique 80

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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Sales Hacker

MARCH 30, 2025

Focus on the problem, not the product. When pitching, emphasize the specific problem your product solves rather than its features. Handle objections by agreeing then asking a trap question. When faced with objections, agree with the prospect first to lower their defenses.

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Cold Call GTM Objection handling Sales 71

Veloxy

JANUARY 7, 2025

Prioritize training resources on what skill sets you need to develop, such as strong communication, negotiation and objection handling, as well as skills unique to any specific complexities of the sales environment. Whereas selling a product takes center stage, it is in providing solutions that makes decisions both accelerated.

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Objectives and Key Results Negotiate CRM Sales 130

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.

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Objection handling Sales Appointment Clients 140

SaaStr

MARCH 25, 2023

So one recent survey we did really brought out a healthy debate: does your VP of Sales really need to be a product expert? Many of the comments said it was more important a VP of Sales understand process and leadership more than the product itself. I say, you just gotta know the product. A true product savant?

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Product Objection handling Sales Up-sell 116

Highspot

APRIL 1, 2025

Let’s look at the benefits of AI role-play in more detail: Faster Onboarding Think about how long it typically takes a new manager to get up to speed: there’s company culture, product knowledge, and leadership style to master. The ability to communicate compellingly keeps teams productive.

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

Veloxy

FEBRUARY 13, 2023

Five examples of close ended sales questions Have you used a similar [product/service] before? Are you interested in purchasing this [product/service] in the near future? On a scale of 1 to 10, how likely are you to recommend this [product/service] to a friend? Have you budgeted for this purchase?

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Objectives and Key Results Sales Objection handling Follow-up 246

The 5% Institute

APRIL 13, 2021

1 – Objection Handling. The first on our list of practice sales activities, 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.

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Closing Objection handling Gaming Sales 145

The 5% Institute

MAY 18, 2021

Objection handling. If they have a number of key tasks or projects they need to complete by year end, and your product or service doesn’t contribute to these in any way – you may struggle with a purchasing decision later. How can you perhaps help them get there with your product or service? Qualification. Time frame.

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Objection handling Objectives and Key Results Customers Sales 140

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.

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Gaming Objection handling Sales Pitch 134

Sales Pop!

SEPTEMBER 13, 2024

By following these steps, your team can enhance productivity and improve sales performance. Monitor Performance : Track metrics like talk-to-listen ratios and objection handling with AI tools. Step 4: Enhancing Productivity with AI Task Management AI can prioritize tasks and help sales reps focus on high-priority activities.

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Objectives and Key Results Objection handling CRM Pipeline 130

Partners in Excellence

APRIL 3, 2024

The same objection handling and closing techniques, Carefully constructed phraseology no longer resonates because everyone else is using the same technique. Overtime, we become very productive, doing things that are most impactful in executing our jobs. The same prospecting scripts–so nothing is different or stands out.

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Objection handling Construction Technique Drivers/motivators 143

Highspot

MARCH 6, 2025

Raise the performance bar: Actionable feedback helps reps refine their sales techniques, objection handling , sales presentation skills, and pipeline management. Attainable targets drive progress, and progress drives productivity upward. Celebrate achievements: Everyone loves to be recognized. Id like help there. The result?

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Objectives and Key Results Objection handling Quota Sales 52

Sales Pop!

JULY 3, 2024

A productive sales team can boost profits, improve customer service, and create a respected brand. Comprehensive Training Program A sales manager should develop a powerful training program that will provide your sales team with extensive knowledge about the product.

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Non-Profits Teamwork Objection handling Commission 130

Partners in Excellence

JANUARY 17, 2019

As Regina and I walked back to her station, I said, “Great job of up-selling and objection handling!” ” I played back what I’d seen, but using sales terminology around the upsell, objection handling and creating great value for customers. ” Regina looked at me asking, “What do you mean?”

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Sell Objection handling Commission Appointment 107

Cerebral Selling

APRIL 6, 2021

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. Softening statements acknowledge the validity of the objection and act as a calming mechanism. Related article: 3 Objection-Handling Lessons from Pandemic Politics.

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Sell Objection handling Hospitality Pitch 140

Highspot

OCTOBER 29, 2024

Better Meeting Prep and Follow-Up By utilizing AI sales coaching software, you can arm your sales reps with recommended content, meeting topics, and key insights from previous meetings, saving your reps time and increasing their productivity.

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Objectives and Key Results Sales Pitch Objection handling 64

The 5% Institute

OCTOBER 29, 2019

Sales Training Activity #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.

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Objection handling Sales Appointment Clients 98

Highspot

OCTOBER 22, 2024

To help your sellers feel equipped to approach each phase of the sales process, create training that dives into the key skills to land in each stage – from needs assessment and product demos to objection handling and negotiation.

Process 52

Process Objection handling Quota Negotiate 52

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

Partners in Excellence

JULY 5, 2022

The customer has “objections.” ” Millions are spent, every year, on “objection handling techniques.” Related Posts: Objecting To Objections Embracing Objections Thinking About Objections What's The Worst Objection? You, Your Products, and Your Company Suck!

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Objection handling Legal Technique Gaming 133

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. Objections handling, and asking for the sale. Read on to learn more.

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Objection handling Sales Trust Presentation 128

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. Second, d on’t sell the product, sell the next step. The Gatekeeper.

Prospecting 101

Prospecting Objection handling Appointment SQL 101

PandaDoc

MARCH 25, 2025

Complex sales typically involve high-value products or services, which are often highly customizable. Here is an overview of the sales process for complex sales: Discovery/needs analysis: Understanding your customers needs and challenges is key to demonstrating how your product or service can help. What is considered a complex sale?

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Objectives and Key Results Contract Legal Sales 52