Hubspot Sales

MARCH 2, 2018

I'm not authorized to sign off on this.". "I Objections are generally around price, product fit, competitors, and good old-fashioned brush offs. It’s also important to distinguish between sales objections and brush-offs. While objections are authentic, brush-offs are excuses. No problem.

Objections 145

Objections How To ROI Call-back 145

Hubspot Sales

OCTOBER 23, 2023

It’s passive-aggressive by nature, and it makes you come off as disingenuous (or even slimy). It also comes across as a condescending brush-off. If you don‘t have an immediate answer to a prospect’s question, don't come off as dismissive and incompetent by saying, “I don't know, maybe.”

Hubspot 108

Hubspot Decision Maker Sales Resources 108

Julie Hanson

AUGUST 3, 2021

Pressuring someone to turn their camera on is never a good idea as A) they may have a very good reason to have their camera off, and B) even if they don’t, your pressure can create embarrassment or resentment (not feelings you want your prospects to have!). When things seem incongruent, that’s a potential problem, so don’t just brush it off.

Customer 71

Customer Video Vendor ACT 71

Sales and Marketing Management

JULY 12, 2012

But don’t brush it off as being out of date. But don’t brush it off as being out of date. Teaser: The idea of the unique selling proposition (USP) isn’t new; it’s been around since the 1940s. This is a relevant and powerful tool for today’s marketing professional, CEO or entrepreneur.

Le Grand 153

Le Grand Tools Marketing 153

Mr. Inside Sales

NOVEMBER 11, 2015

Tip #2: Be prepared for the brush offs and blow offs you’re going to always get like: “Just email me something…” Instead of asking for their email address and ending the call, say: “I’d be happy to. Most sales reps start by delivering a much too long monologue on their product or service and this just turns off the prospect.

Cold Calling 120

Cold Calling How To Webinar Metrics Gatekeeper 120

MTD Sales Training

AUGUST 16, 2017

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. The savings or productivity increase may outweigh the need to wait for budget sign-off.

Objections 189

Objections How To Call-back Industry 189

Julie Hanson

MAY 10, 2022

Sellers often use this excuse to turn their own camera off during a sales call. Plus, you may have to brush your hair or tidy up your desk! But my customer doesn’t have their camera on! . And I say excuse because it’s not a good reason. Having your camera on in sales is more than virtual etiquette. . It’s uncomfortable and awkward.

Face-to-face 83

Face-to-face Video Energy Benefit 83

Partners in Excellence

AUGUST 15, 2022

For example a series of movements might be “Part The Wild Horse’s Mane,” followed by “White Crane Spreads It’s Wings,” Brush Knee And Step Forward. But often, when I complete that movement, I find myself off balance. Each movement flows smoothly from the previous movement.

Government 87

Government Examples Exact Up-Sell 87

Hubspot Sales

MARCH 20, 2018

The Brush-Off. The brush-off. If it comes up before you have had the chance to deliver your value proposition and explain who you are and what you do, it’s very clearly a brush-off. They will push anything off to tomorrow because today is swamped. Types of Objections. Competition. Procrastination.

Objections 145

Objections Prospecting Call-back How To 145

Salesmate

FEBRUARY 2, 2021

Well, it’s disappointing when such calls get brushed off, right? So, when you get that same ol’ brush off, you need to go a little offbeat and map out a different strategy. How many times have you made a cold call and received “Sorry, I don’t have time” as a reply? More times than you can count, for sure!

Cold Calling 88

Cold Calling Strategy Call-back Lead Rank 88

Sales Hacker

JULY 25, 2019

Two Brush-Off Statements To Use. Many times you’ll get the old brush off. Prepare to use two good brush-off statement, and be ready to use the one that feels the best. It’s on you to redirect to something relevant and get the prospect’s attention, or you’ll get hung up on fast. One Voicemail To Leave.

Cold Calling 79

Cold Calling Google Banking LinkedIn 79

Hubspot Sales

JUNE 1, 2023

Over 200,000 people have been laid off from tech companies in the last year. In this article, you’ll get some tips from peers who’ve been laid off in the past on how to rebound your career after a layoff. What you ask for, however, depends on how many people the company is laying off and how long you’ve worked there.

Hiring 97

Hiring Negotiation Salary Face-to-face 97

Understanding the Sales Force

FEBRUARY 27, 2013

Give your salespeople these two pictures and the next time they begin to think that everything seems wonderful, make sure they remember to brush the snow away, take off their rose colored glasses, and learn what the landscape truly looks like underneath the false interest. (c) c) Copyright 2013 Dave Kurlan

Decision Maker 212

Decision Maker Vendor Banking Call-back 212

Paul Cherry's Top Sales Techniques

MAY 1, 2018

How do we know if they are really sincere, or if they are simply giving us the brush-off? How many times, at the conclusion of sales call, do we meet a prospect who says, “Let me think about it”? I recommend asking the following two questions: 1. Great, I’m really glad to hear that you’re going to give this some serious consideration.

Sales Cycle 74

Sales Cycle Coaching Prospecting Training 74

Mr. Inside Sales

MAY 15, 2017

They will likely try to brush you off here, so you say: “That’s perfectly OK. Don’t leave any more voice mails. And once you do get them to pick up the phone, say the following: “Hi _, I’m glad I reached you – how have you been?”. I’ve been in sales long enough to know when we might not be a match for a company.

Objections 131

Objections Call-back Follow-up Proposal 131

The Sales Hunter

JUNE 6, 2013

When they do find out what’s been happening, they may simply brush it off out of their desire to not create any more work for themselves than necessary. When you do this right, it can be a lot of fun, because many times your competition doesn’t even realize what you’re doing.

Consultative Selling 218

Consultative Selling Motivation Selling Skills Up-Sell 218

Hubspot Sales

DECEMBER 27, 2022

You can bond over something you enjoy, but don't start cracking jokes or debates with your prospect — you don't want to wind up putting them off. The last thing you want to do is brush off their concerns or feelings — that will make them feel invalidated and push them away. Pro Tip : Don't get too comfortable, too fast.

Scale 93

Scale Ideal Customer Profile Positioning Prospecting 93

Mr. Inside Sales

MAY 15, 2017

They will likely try to brush you off here, so you say: “That’s perfectly OK. Don’t leave any more voice mails. And once you do get them to pick up the phone, say the following: “Hi _, I’m glad I reached you – how have you been?”. I’ve been in sales long enough to know when we might not be a match for a company.

Objections 120

Objections Call-back Follow-up Proposal 120

Mr. Inside Sales

DECEMBER 24, 2016

If you happened to miss this, then you have another opportunity today to learn and begin using a proven way to deal with the common brush off: “We are all set.”. As you can see, these are all basically the same, and, more importantly, they aren’t objections – rather, they are initial resistance statements or blow offs.

Cold Calling 120

Cold Calling Decision Maker Vendor Objections 120

Partners in Excellence

JUNE 30, 2023

It’s tantamount to my brushing the dust off that use by 12/2004 can and polishing it up. As we become less helpful to our customers, they push off, or eliminate engaging sellers until the very end of their process–where we offer the least differentiated value.

Coaching 62

Coaching Call-back Quota Selling Skills 62

No More Cold Calling

MARCH 10, 2011

And, if you happen to connect with them, they often brush you off before you get a chance to tell them about your product or service. However, hanging on like a pit bull and refusing to take no only serves to p**s off the other person. It can be frustrating dealing with gatekeepers, receptionists, and executive assistants.

Cold Calling 279

Cold Calling Company Gatekeeper Decision Maker 279

Hubspot Sales

MAY 26, 2023

If you're a sales rep, check out or brush up on trainings related to your company's messaging, common sales tactics that work on the ideal buyer persona, and experiences aimed to help you master soft skills, like persuasion, communication, and emotional intelligence. To get started in writing one, check out this template.

Outbound 100

Outbound Inbound Cold Calling Buyer Persona 100

Eyeful Presentations

DECEMBER 16, 2021

So the natural temptation is for people to turn to stereotyping and broad-brush profiling of audiences – making assumptions on people because of their job title, age, gender, that sort of thing. A brilliant illustration of why broad-brushing doesn’t work recently appeared on my LinkedIn timeline: The original post can be viewed here.

Ideal Customer Profile 36

Ideal Customer Profile Analysis Trends LinkedIn 36

Sales and Marketing Management

NOVEMBER 3, 2017

Then write notes about each one that can refresh your memory, rather than just reading off the piece of paper.”. You can brush up on your writing knowledge using resources such as State of Writing and Via Writing. Number one is the most important, ten being the least. Use Presentations as a Guide. Don’t Risk Poor Quality Slides.

Meeting 213

Meeting Energy Benefit Education 213

Gong.io

SEPTEMBER 1, 2020

Well, you can go put on a clean shirt (like you did every day in pre-pandemic times) and brush your pearly whites. Clearly, flashing your sales smile pays off, but what about when buyers join in using video? And misreading these cues can throw off your conversation. What did we learn? Here’s how video helps win deals.

Video 152

Video Data Face-to-face Call-back 152

Mr. Inside Sales

SEPTEMBER 8, 2018

If they brush me off with a, “Oh, just send me a meeting request” and they won’t take the time to open their calendar, then that’s a Red Flag. I want to see if I can get my prospect to actually do something (open their calendar) and while I book a day and time, I instruct them to put it in their calendar as well.

Telemarketing 139

Telemarketing Cold Calling B2B Sales Qualified Lead 139

The Sales Hunter

DECEMBER 4, 2012

Too many salespeople are quick to brush off the last call and merely focus 100% on the next call. After each call you make, take a moment to review what you did, and at that time identify one thing you did well and one thing you could have done better.

Sales Process 172

Sales Process Objections Motivation Video 172

Julie Hanson

OCTOBER 25, 2021

And more importantly, they are giving off negative signals with their body language that they do not intend, which can damage their credibility and plant seeds of doubt in the minds of their audience. A simple brush of your hand, nod of your head, or finger tap can instantly capture someone’s eye.

Video 62

Video Face-to-face Competition Meeting 62

Hubspot Sales

MAY 29, 2018

If the prospect has never been in contact with your company and claims they cannot afford your solution, this is just another way of brushing you off. Sometimes, the prospect will say this to brush you off, but in most instances, it is a genuine concern.

Objections 109

Objections Hiring Guarantee Lead Rank 109

Chorus.ai

SEPTEMBER 23, 2020

In her off time, she’d listen to curated playlists of calls by top reps to nail down the best pitches, objection handling techniques, engaging questions, and more. When she needed to brush up on specific topics, she would use deal trackers. She used the platform to study top-performing reps and get coaching feedback.

Sales Cycle 118

Sales Cycle Follow-up Conversion Data 118

The Pipeline

MARCH 20, 2018

Many sales people’s inability to go beyond the fences of their products capabilities turns buyers off, they know they are being manipulated to say yes, but there is no conviction (or decision) behind it. They are rarely designed to truly and fully explore the buyers’ broad business objectives. ” Making quota is good!

Face-to-face 205

Face-to-face Buyer Lead Rank Lead Scoring 205

SBI Growth

FEBRUARY 8, 2013

Normal Hall is the last remaining rep from the Fuller Brush company. However, towards the end Pink trails off into case studies that don’t translate well to the real world. Instead, Pink spent his time following around Norman Hall. The company is dying with an outdated business model: He sells Door-to-Door.

Case Study 300

Case Study Consumer Study Face-to-face 300

SBI Growth

MAY 9, 2013

Ask “Off the Template” Questions: Using a question template is important to make sure you’re covering the entire sales experience. How To Do It: Brush up your interviewing technique. Whatever the case, make sure nothing reported will have an impact on their career. Or utilize a 3 rd party to remove any possible contamination.

Trends 306

Trends Report Decision Maker Competition 306

Showpad

JUNE 27, 2019

Covering everything from true crime, to comedy, to reality television, this newer media has taken off as a way for people to stay informed about a range of topics. Sales enablement podcasts provide easy and affordable access to information about the latest sales and marketing methodologies, and how to brush up on a variety of skills. .

Sales Enablement 82

Sales Enablement SalesForce Media Follow-up 82

MTD Sales Training

NOVEMBER 2, 2011

You have people that hang up on you over and over, and you should just brush it off. However, out of this excess of advice, there are three so-called gems that are extremely misleading and can be counterproductive or even detrimental to your telephone selling success. #1: 1: Don’t Take It Personally. You heard this one before.

Cold Calling 249

Cold Calling Telemarketing Up-Sell Industry 249

Hubspot Sales

APRIL 9, 2018

Question your prospect’s motivations for brushing you off without coming right out and saying it. But if your prospect starts to waffle more or talking in a stream-of-consciousness, it's a good sign they’re just brushing you off. If they’ll truly be ready to pull the trigger then, why not now?

Objections 145

Objections Decision Maker Call-back Case Study 145

Sales Hacker

OCTOBER 27, 2022

In a sales culture where losing is, in the best case, brushed aside, and worst case, punished, three traits emerge: We… lose… slowly: Reps are afraid to lose and, as a result, lose slowly. The consequences of win-at-all-cost culture.

Forecasting 86

Forecasting Inbound Buyer Persona Sales Cycle 86