SBI

DECEMBER 8, 2021

Six Essential Skills for Responding to Sales Objections. Every sales rep has experienced it: A call is going well until a prospect voices objections that throw you off, leaving you searching for a response as the silence grows. They maintain the same speech rate before and after the objection.

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Objections Case Study Face-to-face Coaching 139

MTD Sales Training

JULY 25, 2012

This entire sales interaction from start to finish could have been a blue print for the sales training manual. You unearthed the prospect’s problems, some of which he did not even realise he had. You demonstrated beyond any doubt how your product would solve those problems and greatly benefit the client. It was perfect.

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Objections How To Face-to-face Prospecting 273

The Spiff Blog

FEBRUARY 24, 2023

Sales objections are a common occurrence during a typical sales cycle. Therefore, learning how to effectively handle objections is crucial to hitting goals, crushing sales quotas , and developing a successful sales career. This blog post will discuss the most common sales objections and provide actionable tips on how to combat them.

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Objections Hiring Face-to-face Buyer Persona 80

MTD Sales Training

AUGUST 16, 2017

Objections occur for many reasons. Don’t be put off by objections. Firstly, you need to be aware of why the objection has occurred and then see whether there is a route you can take to work with and convince the prospect they are better off with your solution than without it. Really listen to what they are saying.

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Objections How To Call-back Industry 189

Mr. Inside Sales

APRIL 30, 2023

Problem: Salespeople talk too much when they finally get a prospect on the phone. They pitch features and benefits instead of asking questions and qualifying. They talk over their prospects and generally learn very little about what it takes to close a sale. Then hit MUTE again and listen as your prospect reveals more.

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Sales Qualified Lead Face-to-face Gatekeeper Decision Maker 211

Highspot

JANUARY 3, 2024

Read on to discover how reps can confidently approach each closing conversation with closing sales training that works. Sales leaders and reps can efficiently navigate this crucial stage of the sales process with ongoing coaching and training. What is Sales Closing and Why Is It Important How Does the Sales Closing Process Work?

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Closing Training Lead Rank Negotiation 52

Vengreso

JUNE 16, 2022

All by now have implemented virtual sales training or online sales training programs that have had a better impact on sellers’ behavior than a face-to-face training session ever was able to achieve. Is Online Sales Training Effective? Virtual training workshops just had a stigma.

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Benefit Training Retention Ideal Customer Profile 59

MTD Sales Training

SEPTEMBER 5, 2018

We all know the benefits of using quality questions in uncovering the current position our prospects are in. One question that, when answered, would help you build value in your presentation and enable you to overcome most objections. So, what’s the one question that will uncover your prospect’s REAL needs and wants?

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Prospecting How To Retention Benefit 224

Highspot

JANUARY 9, 2024

This makes B2B sales training more important than ever. A well-designed program, paired with a robust training software , will empower your sales reps with the knowledge they need to deliver value and close more deals. What Is B2B Sales Training? Each stage requires specific selling skills to satisfy prospect needs.

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B2B Training Top of Funnel B2C 52

MTD Sales Training

JULY 19, 2012

A sluggish economy gives prospects a ton of objections and reasons to stall. The main reason sales people have such problems with econojections is that they are not objections at all. Unlike an objection, a condition presents a situation or set of circumstances that you cannot change or affect. As an example: Prospect.

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Objections Benefit Exact Closing 282

MTD Sales Training

JULY 13, 2011

You did your job: you uncovered the problems and the pain and you helped the prospect clearly see the benefits and the affordability. Then you instilled a sense of urgency by giving the potential customer reasons and additional benefits to move forward today. You also did not wait until the close to address common objections.

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Objections Prospecting Cancellation Closing 120

Rob Jolles

SEPTEMBER 8, 2023

Everyone experiences objections when selling. You need to hear the questions your prospect wants answered, and you need to answer those questions without talking too much when doing so. When objections are stated, our minds move pretty fast, and unfortunately, often towards a response. It’s a natural step of the selling process.

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Objections Call-back Up-Sell Referrals 52

Rob Jolles

SEPTEMBER 8, 2023

Everyone experiences objections when selling. You need to hear the questions your prospect wants answered, and you need to answer those questions without talking too much when doing so. When objections are stated, our minds move pretty fast, and unfortunately, often towards a response. It’s a natural step of the selling process.

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Objections Call-back Up-Sell Referrals 52

SalesProInsider

FEBRUARY 12, 2020

The Fight or Flight instinct rears its ugly head in our sales conversations when we hear objections or experience perceived rejection. How Objections Can Trigger the Fight or Flight Instinct. You have a meeting with a prospective client, and you think it’s going great. Free Training Workshop. FEBRUARY 20 @ 2 p.m.

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Objections Opportunity Buyer Conversion 129

Mr. Inside Sales

JUNE 20, 2021

Here’s a mistake I hear over and over again when listening to sales reps pitching or presenting their services over the phone: when they hear a possible objection or something negative from their prospect, they go into pitch mode. Here’s the thing: the average closing rate is two or three deals out of ten prospects pitched.

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Face-to-face Gatekeeper Decision Maker Licensing 217

MTD Sales Training

OCTOBER 28, 2014

Often in a meeting, you’ll get to the point where the prospect brings up an objection. This is the point where the disadvantages of your solution or concerns they have about it outweigh the benefits. [[ This is a content summary only. Objection Handling best way to deal with objections how to deal with objections'

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Objections Benefit Meeting How To 248

Hubspot Sales

SEPTEMBER 29, 2023

Source This sales coaching software captures video calls, phone calls, emails, and SMS so you can see how your team interacts with customers and prospects. Like Showpad Coach, Second Nature AI also has a leaderboard, as well as gamified challenges and trainings, for friendly competition. Sales Coaching Tools Gong.io

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Sales Coaching Software Software Coaching 93

Steven Rosen

FEBRUARY 11, 2024

Sales leaders should identify the skills needed to achieve sales goals and provide training and resources to develop those skills. Balancing sales goals and learning goals requires a focus on skill mastery and progression, ensuring that reps have the necessary skills before moving on to the next objective.

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Sales Goal Top of Funnel Social Media Coaching 156

Hubspot Sales

JANUARY 27, 2021

Navigating rejection and helping your potential customers move through their objections and reservations are the name of the game when working in sales. What are the most common objections you get during the sales process? Do you find you get the same objections over and over? How do you handle them? Confirm Understanding.

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Objections ROI Face-to-face Examples 119

BrainShark

SEPTEMBER 10, 2023

Reps need to know A LOT to be at their best in front of buyers, but has your sales training strategy kept up with the times? Many organizations’ sales training has grown stale by relying on old-school tactics, like on-site boot camps and long-winded presentations, causing information overload for new reps.

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Training Hiring Objections Coaching 62

Highspot

MARCH 26, 2024

Whether you’re launching a new product, implementing new sales strategies, or upskilling your team, sales training and coaching will always be of utmost importance. However, traditional coaching and training methods tend to fall flat because they take a one-size fits all approach that doesn’t fit the needs of each individual rep.

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Sales Coaching Coaching Training Exercises 52

MTD Sales Training

MARCH 2, 2017

Usually when a prospect makes an excuse, it is because they have not been convinced that whatever you are selling to them, has sufficient benefit for them to change their mind. But what if you are not at that level yet and you are still getting objections, how do you overcome them?

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Objections Face-to-face Discount Up-Sell 120

MTD Sales Training

APRIL 6, 2016

Many salespeople face a dilemma when they experience an objection from a customer or prospect. Lots of buyers have objections fitted into their wiring systems, so they are programmed not to go overboard with their enthusiasm for your product. One way to ascertain if the objection is genuine is to ask a hypothetical question.

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Objections How To Face-to-face Proposal 120

The Pipeline

AUGUST 24, 2012

In the first two installments we looked at the anatomy of the typical objection to a prospecting call, that is being an Interruption , and the Conditioned Response to Interruptions. I also told you how 80% of the time you will get one of five common objections: Status Quo. Lack Of Interest. Bad Experience. Four step process: A.

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Objections Telemarketing Top of Funnel Face-to-face 266

MTD Sales Training

JUNE 5, 2017

Why do objections occur? Well, of course, there are myriads of reasons, but they probably boil down to the fact that you haven’t built up value in your solution enough for the prospect to think about you rather than the challenges your product would bring them. Ask What Is Most Important To The Prospect. Ask ‘Why?’.

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Objections Negotiation Sales Prospecting 120

Mr. Inside Sales

APRIL 30, 2021

I was training a group of new reps last week, listening to one of their calls, and we found that the rep was ad-libbing right from the beginning of the call. This ad-libbing approach led to all the common problems we’ve chronicled before: He didn’t qualify the prospect for timeline, budget, decision making steps or even buying motives.

Face-to-face 247

Face-to-face Gatekeeper Decision Maker Licensing 247

MTD Sales Training

MAY 23, 2018

They simply didn’t know what to say to get the order without it appearing to put pressure on the prospect. One of my training consultants said to him that the problem couldn’t be solved in just half-a-day with some closing tricks, tips and techniques. That way, your business will see the benefits as soon as possible.

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Closing Prospecting Benefit Training 169

Mr. Inside Sales

SEPTEMBER 26, 2020

We all know the importance of listening to our prospects and clients, so why are we doing so little of it? Simple—salespeople love to pitch, to tell prospects of all the features and benefits, and to find the one selling point that might make the difference. 2) Write down key words or phrases your prospect uses.

Face-to-face 248

Face-to-face Gatekeeper Decision Maker Licensing 248

MTD Sales Training

JUNE 9, 2015

Many salespeople heap more pressure on themselves by making mistakes that actually attract objections from prospects and customers. The prospect may really want the product or service you can provide… then you make an error that immediately causes them to stop and wonder if you are the right provider.

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Objections Customer Benefit Prospecting 120

Mr. Inside Sales

FEBRUARY 29, 2016

As I’ve suggested before, it’s always a good idea to requalify your prospect at the start of your demo or presentation. Doing so allows you to anticipate objections and position your presentation to speak to whatever resistance you may face later on. is the most common objection I get. Now, what happens if you get push back?

Objections 120

Objections Face-to-face Cold Calling Decision Maker 120

Awarathon

NOVEMBER 9, 2023

In the ever-evolving landscape of sales, artificial intelligence (AI) is paving the way for a revolutionary approach to training by aiding roleplay for sales. Specifically, roleplay for sales training, powered by advanced AI software, offers a transformative experience by providing lifelike interactions and immersive scenarios.

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Training Construction Negotiation Video 52

Mr. Inside Sales

FEBRUARY 5, 2021

Before you get on your high horse and tell me you wouldn’t be caught dead using a script, consider: If I were to record your prospecting and demo calls for a week, and then transcribe what you say, what would I get? Your prospects will trust you more, and you’ll appear more professional. And prospects like that! #2: Your script.

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Face-to-face Hiring Sales Qualified Lead Gatekeeper 257

The Sales Hunter

JUNE 25, 2019

This doesn’t just apply to prospecting but everything you do. Prospecting is already a tough task; it’s only made tougher when you fail to prepare. Below are 10 steps you need to follow to ensure you’re prepared to prospect. Don’t focus on what you sell, but rather, on the benefits and outcomes you provide.

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Prospecting VanillaSoft Gatekeeper Decision Maker 192

Chorus.ai

JULY 28, 2020

Objection handling is tough. Sales objections come in many forms, and it takes experience and quick wit to get used to them. It’s not just reps fielding sales objections who think so, either. As many as 35% of sales leaders believe objection handling is the biggest challenge their reps face. Why Do Buyers Object?

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Objections Case Study ROI Lead Rank 104

The Digital Sales Institute

JANUARY 22, 2020

Objection handling sales skills is a vital part of any salespersons training. In fact, many experts in sales believe a sale doesn’t start until the customer gives some objections. Handling sales objections should be viewed as a normal part of any sales conversation. Objection handling Sales Skills. Answer: Sure.

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Objections Lead Rank Up-Sell Face-to-face 66

The Digital Sales Institute

OCTOBER 13, 2023

Free sales training can be a step in the right direction for those of you who may be new or newer to sales. To thrive in the digitally driven sales environment, access to sales training and learning are essential. A training resource worth looking at to help improve your sales ability is free sales training.

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Training Webinar Metrics Channels Video 52

Mr. Inside Sales

APRIL 2, 2021

Focus on the direct benefits to your specific type of customer. Remember, this is an “elevator pitch” designed to inform and grab interest in a prospect during the time you’re in an elevator together (or during that crucial 20 seconds you’ve got on the phone). ON DEMAND SALES TRAINING THAT GETS RESULTS! Get Access Today.

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Sales Qualified Lead Face-to-face Advertising Advertising 231