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. It provides coaching on how I spend my time.

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Objectives and Key Results Objection handling GTM Pipeline 125

Cerebral Selling

JANUARY 23, 2023

In sales, customer objections are a fact of life. But running into the same objections time and time again can make selling feel more like Groundhog Day, especially when you know they’re coming! The post Running Into the Same Objections Over And Over Again? appeared first on Cerebral Selling. What is Inoculation?

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Objection handling Cross-sell Price Up-sell 221

SaaStr

MARCH 29, 2025

One rep might excel at outbound prospecting, while the other might be better at closing inbound leads. This includes: Ideal Customer Profile (ICP): Who are you selling to? Include scripts, objection handling, and key metrics. If you hire just one rep, you wont learn nearly as much. Be specific. Don’t Expect To.

Commission 79

Commission Objection handling Quota Sales 79

Sales Hacker

MARCH 30, 2025

Integrate cold calling into a multi-channel outreach strategy, ensuring consistency across all touchpoints, including email campaigns and social selling. Example opener: Hey [Prospect], I just finished reading your latest report on [specific topic]. Handle objections by agreeing then asking a trap question.

Cold Call 71

Cold Call GTM Objection handling Sales 71

Sales Hacker

OCTOBER 16, 2020

Prospecting in the enterprise environment is just different. So, today, we’re going to cover four prospecting tips for breaking into Enterprise Accounts (plus some bonus tips at the end). Building rapport with prospects. Leveraging information to become your prospects doctor. Sell time on your calendar.

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Prospecting Cold Call Referrals Objectives and Key Results 127

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. And, there’s always endless product training (actually most of sales training ends up not being selling skills, but instead product training.). But there are limitations to this.

Sell 111

Sell Objection handling Assembly Line Territory 111

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. Prospecting is hard. Second, d on’t sell the product, sell the next step.

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Prospecting Objection handling Appointment SQL 101

Partners in Excellence

JUNE 3, 2020

We tend to overcomplicate things, particularly selling and leadership. We might focus narrowly on prospecting, or account planning, or developing better deal strategies. Some focus on skills like objection handling, closing, negotiation. Some focus on skills like objection handling, closing, negotiation.

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Objection handling Negotiate Consult Quota 164

Cerebral Selling

SEPTEMBER 12, 2022

After all, the prospect agreed that solving the problem was important and we even helped them quantify the value of making the purchase. I refer to this in my objection handling course as “ turning the future into the past ”). We forecasted the deal to close but after ALL that work, they STILL didn’t move forward with us!”

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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. 3 – Pre-Frame.

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Objection handling Sales Appointment Clients 140

Partners in Excellence

AUGUST 15, 2022

We tend to focus on “If you do this one thing…” As a result, we may focus only on prospecting, or only on objection handling, or anything else. The post The Importance Of “Flow” In Selling first appeared on Partners in EXCELLENCE Blog -- Making A Difference.

Sell 107

Sell Manufacturing Objection handling Government 107

Lead Fuze

DECEMBER 2, 2021

3 Objection Handling Script Examples & Techniques All Sales Professionals Must Conquer. The prospect is telling you what they don’t want, which helps guide your conversation to make sure the deal goes through. What if you didn’t fight objections, but instead took the time to dance with them? Value Scale.

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Objection handling Commission Prospecting Price 52

Partners in Excellence

JULY 8, 2020

A reader asked me, “Dave, when are you publishing a book on complex B2B selling? There are hundreds, if not thousands, of books on the topic–and look at how little they have really contributed to changing how we sell and improving our ability to create great value. I’d start by never talking about the selling process.

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B2B Sell Objection handling Technique 96

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.

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Objection handling Technique Pitch Promote 139

Partners in Excellence

SEPTEMBER 21, 2015

Last week, Tim Ohai and I were talking about the future of selling. We got onto a discussion of the critical skills needed for high performers. I’ve continued to think about this over the past few days. I’ve narrowed things down to the top 3 skills critical for top performers.

Sell 112

Sell Objection handling Presentation Pipeline 112

Veloxy

FEBRUARY 13, 2023

Better understand customer needs and pain points If you were to ask ten prospects, “Do you wish you could improve the productivity of your team by two or three times?”, On the other hand, if you were to ask ten prospects, “What do you think is preventing your team from doubling their productivity?

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Objectives and Key Results Sales Objection handling Follow-up 246

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.

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Objection handling E-commerce Real Estate Finance 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. 2 – Sell Me This Pen.

Gaming 134

Gaming Objection handling Sales Pitch 134

Partners in Excellence

APRIL 3, 2024

We scour social channels for shortcuts; what are the easiest ways to prospect, how can I send more emails/make more calls, how do I close more deals with less effort, how do I leverage tools like ChatGPT to do the work for me, and on and on…… ? The same prospecting scripts–so nothing is different or stands out.

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Objection handling Construction Technique Drivers/motivators 143

Hubspot

JUNE 13, 2018

It’s one of the most well-known -- not to mention oldest -- selling systems. The strategy focuses on asking good questions in the right order, using active listening, and translating the prospect’s needs into your product’s features. SPIN Selling Book Summary. SPIN Selling Questions. SPIN Objection-Handling Techniques.

Sell 101

Sell X-functional Objectives and Key Results Up-sell 101

Hubspot

APRIL 2, 2018

I’m looking forward to working with you [prospect].". Great to meet you [prospect]! You’re working with a prospect. I found myself in this situation a few years back: The deal had been advancing, my prospect was responsive over email, and I was confident we would close soon. I just wanted to introduce myself.".

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

Score More Sales

SEPTEMBER 26, 2014

The challenge with the messaging you say to your prospective buyers by phone, through e-mail and in voice mails is that there is no one-size-fits-all. Because people who sell are all different and our buyers are also people who are all different. Objection Handling. Based on geography and industry, buyers vary as well.

Sell 90

Sell Objection handling Pitch Contract 90

Partners in Excellence

MARCH 26, 2018

Yet the CEO and many participants in the discussion were convince, all they needed to do was improve their selling skills. Great selling skills are meaningless if you aren’t really clear about the problems you solve for these ideal customers and why solving these problems is important to them.

Sell 83

Sell Objection handling Customers Up-sell 83

PandaDoc

MARCH 25, 2025

If youre selling a cup of coffee, the options are relatively simple. Identifying product/customer fit: Once youve learned more about your prospects goals, challenges, budget, and timeline, you can use this information to decide if theyre a good fit for your business. The sales process varies greatly depending on the purchase.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Partners in Excellence

MAY 30, 2023

The world has changed, but we are still doing the stuff we’ve always done–at least in selling. We engage in linear selling processes–Prospecting, Qualifying, Discovering, Proposing, Closing. It hasn’t changed since I started selling, despite all the data showing us customers don’t buy that way.

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Objection handling Quota Entertainment Up-sell 133

Gong.io

DECEMBER 19, 2019

And if there’s one part of the discussion you’ll want to steer with a strong arm, it’s objection handling. Respond to objections by asking questions. According to our data, it’s one of the most effective objection handling techniques. Your job as a salesperson is to be in control of the conversation.

Cold Call 122

Cold Call Objection handling Technique Sales 122

Highspot

OCTOBER 29, 2024

To sum up the importance of generative AI on sales coaching, CEO of Highspot, Robert Wahbe notes that: “The bad news is today’s sales professionals face arguably the hardest selling environment in a decade. AI acts as a customer or prospect, providing feedback and coaching based on the rep’s performance.

Objectives and Key Results 64

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

Partners in Excellence

JUNE 13, 2019

—–Prospecting, Discovery, Closing?” ” We see versions of this question all the time, with everyone staking out various positions (often supporting what they sell). Some of the discussions drill down into an issue, for example the endless battle of social and other selling (would one call this anti-social?).

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Process Objection handling Sales Pipeline 102

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. The onus isn’t necessarily on the customers’ part to understand what we are selling, particularly very early on in the process.

Objectives and Key Results 143

Objectives and Key Results Technique Manufacturing Objection handling 143

Engage Selling

DECEMBER 1, 2017

A lot of work in the sales process focuses on handling objections. I’m going to make this simple for you and give you three steps that will help you handle just about any objection that you come across. First, pause … Read More »

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Objection handling Technique Sales Process 56

Partners in Excellence

JANUARY 4, 2024

Whether it is the wording of the title of a prospecting email. Or it might be the formula for the sequence and timing of touches in your prospecting. Or it may be a methodology, process, objection handling technique. The number of words/tone or call to action of that email.

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Objection handling Healthcare Territory Sports 137

Partners in Excellence

APRIL 22, 2019

In complex B2B buying and selling, there is no one right way, there is no single answer. Buying and selling in complex B2B situations requires critical thinking, problem solving, and the ability to figure things out–which is why, inevitably, tactic and techniques consistently fail. An Alternative To High Pressure Selling!

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Technique Objection handling Sales Quota 118

The 5% Institute

AUGUST 9, 2021

Pick a niche that you want to serve and sell to. Objection handling, and then again – ask for the sale. Closing Sales Training #1 – Prospecting. There are two kinds of sales prospecting methods. Inbound Prospecting. Outbound Prospecting. Know your ideal audience. Have lead generation systems.

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Closing Objectives and Key Results Lead generation Sales 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.]?” People come to me for answers about how to handle specific situations.

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Objection handling Pitch Pipeline Closing 122

Partners in Excellence

JANUARY 13, 2019

Sales is no different, we have our own vocabulary, terms like prospecting, qualifying, objection handling, pipeline, funnel, discovery, closing, quota. Along with those, we develop tools that help us with those things, for example, objection handling techniques, closing techniques, qualifying techniques, and so forth.

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Objection handling Technique Construction Finance 92

Gong.io

NOVEMBER 22, 2021

Once you’ve validated the objection, it’s time to label it. . Instead, make your prospect feel heard but put a label on their emotions. Note: This is an advanced selling technique. Overcome Cold Call Objections, Step #3: Follow up with a secondary ask. Label their objection. That’s not enough. Steal these scripts.

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Cold Call Objection handling Technique Follow-up 117