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

Selling Energy

JUNE 6, 2023

Before you make a phone call – whether it’s a cold call, a call to a prospect, or even a call to a long-time client – you should ask yourself, “What is my objective?” You need to have a strong objective before you pick up the phone. Otherwise, you’re simply wasting your time… and your prospect’s time.

Objections 68

Objections Cold Calling Examples Prospecting 68

Mr. Inside Sales

JANUARY 8, 2018

Want to instantly improve your ability to handle the objections you get, day in and day out? Step Number one: Take time to carefully script out word-for-word rebuttals to the common objections you get repeatedly. Remember, the best thing about sales is that you get the same objections, stalls and put offs over and over again.

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Objections Guarantee Energy ACT 157

The Pipeline

OCTOBER 24, 2019

Over the years, I have found that some of my best prospect interviews have come as a result of something another prospect asked me. As a bonus, your prospects/customers will help you sell your next deal without them even knowing or caring. Refining how they prospect and conduct discovery. By Tibor Shanto.

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Prospecting Training SME ROI 205

The Pipeline

FEBRUARY 24, 2014

If you read this blog regularly, you know that I have pointed out that salespeople and sales organizations spend too much time and energy trying to avoid objections, when they should be spending time on learning to deal with them, redirect and leverage them to move the sale forward. What’s in Your Pipeline? Tibor Shanto .

Margin 256

Margin Objections Cold Calling Handbook 256

Selling Energy

AUGUST 5, 2021

Keeping an Objections Archive™ is just as important as keeping a Story Archive™. These are indispensable items to have at your disposal when you’re discussing solutions with a prospect. Every sales manager should encourage their respective salesforces to generate both.

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Objections SalesForce Sales Management Prospecting 97

Selling Energy

MARCH 12, 2020

When you’re selling an energy product or service, it’s pretty much a given that your prospect will raise some concern or objection during the negotiation. It’s your job as a sales professional to migrate the discussion away from that concern or objection and toward something that is more positive and productive.

Objections 52

Objections Negotiation Energy Positioning 52

The Pipeline

FEBRUARY 17, 2014

One question I am asked regularly is what is the best time to prospect, be that of day, time of week, etc. Many sales pundits will insist that you should prospect first thing in the day, giving a bounce to your day, allowing you to spend the rest of it selling. Think of it as a “double double” of prospecting.

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Prospecting Cold Calling Top of Funnel Call-back 312

Mr. Inside Sales

OCTOBER 21, 2022

My manager told me that when I’m on the phone with a prospect or customer, someone was going to sell someone—either the customer was going to sell me on why he wouldn’t buy, or I was going to sell him on why he should buy. If possible, stand up a few times a day, or get in the habit of pacing while on the phone with a prospect or customer.

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Face-to-face Gatekeeper Decision Maker Licensing 271

The Sales Hunter

SEPTEMBER 3, 2019

Effective prospecting can be summed up in three words. I refer to them as the 3 traits you need to have if you want to be successful at prospecting. The object that describes this kind of person, that lacks persistence, is a “rain barrel” because that’s all you are. The 3 traits are: · Persistence. I call this “PAP.”

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Prospecting Guarantee Objections Energy 169

Marc Wayshak

APRIL 3, 2024

Your prospect is the best training partner. Similarly, in sales, your prospect is your ultimate training partner. While it’s useful to practice with others in controlled environments, your prospect offers the most valuable training experience for closing more sales. Let their energy lead where you want to go.

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Closing Energy Intent eBook 108

Mr. Inside Sales

APRIL 18, 2016

When working with individual sales reps, one of the most common requests I get is that they would like to get better at handling objections. Remember, the best thing about sales is that you get the same objections, stalls and put offs over and over again. Perhaps you could deliver it with a bit more energy? Or less energy?

Objections 120

Objections Energy Exact Guarantee 120

Mr. Inside Sales

FEBRUARY 12, 2016

And the crazy thing is that sales reps actually buy into that objection! I’ve even begun hearing sales teams jump on the “Oh, things are terrible, the world is coming to an end…” objection and actually agreeing with their prospects! Some of our clients have even closed down their offices, and let people go – oh, it’s terrible!”

Objections 120

Objections Industry Marketing Face-to-face 120

Selling Energy

MARCH 6, 2020

Part 2 of the “How to Overcome Objections” series covers the classic issue of the reluctant prospect who insists that his/her company doesn’t have the human resources to oversee the process of implementing a new energy project.

Objections 52

Objections How To Energy Resources 52

Mr. Inside Sales

APRIL 29, 2022

Answer: They all take you (and your successful energy) away from your desk—and your next pitch. He said that wasting that on other sales reps (and taking them off the phone) was a waste of that energy, and that the best thing I could do after making a sale was to pick up the phone and make another one. I closed that deal, too!

Face-to-face 156

Face-to-face Gatekeeper Energy Decision Maker 156

Mr. Inside Sales

DECEMBER 9, 2023

I have to go with the flow because each prospect is different,” he persisted. He didn’t believe in putting in the time, energy, or money to get better. He thought he knew better. He didn’t believe in using scripts. I’ll sound like a telemarkerter,” he said. “I So he didn’t. Fast forward to our Starbucks encounter.

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Face-to-face Inside Sales Gatekeeper Decision Maker 220

Partners in Excellence

APRIL 3, 2024

We invest enormous amounts of energy seeking to avoid dong the work. 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…… ?

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Scale Energy Construction Advertising 107

The Sales Heretic

MARCH 25, 2015

Aikido is a Japanese martial art that focuses on redirecting an attacker’s energy and using it against them. Sales aikido closing overcoming objections prospect upselling' Instead of meeting force with force (i.e. Aikido makes use of momentum, balance and gravity, [.].

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Prospecting Leads Marketing Qualified Lead Energy 120

Zoominfo

FEBRUARY 26, 2021

Think about it: Traditional sales software applications have long since been deployed in streamlining daily tasks associated with prospecting and pipeline management. What’s more, these platforms incorporated the use of B2B contact and company intelligence to help identify, connect with and close the right prospects, at the right time.

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Sales Automation Prospecting Top of Funnel Sales Qualified Lead 162

SBI

SEPTEMBER 18, 2012

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome. And you competently juggle your frenetic schedule, apportioning just the right amount of time for office work, prospecting, sales calls, follow-up, travel, and communication. It is aptly referred to as the Shiny Object Syndrome.

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Ideal Customer Profile Objections Prospecting Sales Qualified Lead 125

The Pipeline

JULY 16, 2015

When it comes to effective prospecting there is usually a complete imbalance between two critical components of an effective message. Most people tend to focus way too much on the message, and the content, then fail to pay sufficient focus and energy on the delivery, often resulting in great content and message being wasted.

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Prospecting Handbook Cold Calling Objections 120

Selling Energy

SEPTEMBER 14, 2021

Most prospects are spending money on an overly large utility bill when they could be making principal and interest payments on new equipment that would save the difference and more. Nevertheless, you’ll hear the same objection, “We don’t have the money.”.

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Objections Prospecting Sales 74

Sales Evangelist

OCTOBER 5, 2020

Three Skills to Help You Overcome Objections Being in sales, there needs to be a level of optimism but objections are also part of the process. How do you handle objections? It’s in this stage that prospects are able to share their needs and sales reps are able to define how they can be part of the solution.

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Objections Facebook Course LinkedIn 59

The Pipeline

SEPTEMBER 7, 2012

Prospecting is a unique skill set, this is why hunters are always in greater demand and earn more than people who can sell but can’t prospect. Doing research on a prospect is a must, you need to know the facts, their potential objectives, opportunities, etc. A common killer is research.

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Prospecting Face-to-face Guarantee Research 267

Hubspot Sales

AUGUST 28, 2023

Before you ever pick up the phone for prospecting , you have to determine whether the person you’re calling fits your ideal prospect profile. Selling a product you don’t truly believe in is a challenge — and if you don't understand your own company, your prospects will pick up on that. How senior is your prospect?

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Prospecting Demand Generation Targets Decision Maker Hiring 80

Rob Jolles

JULY 28, 2023

Here’s a quick quiz: Which prospect would you prefer meeting with? Prospect #1: Someone who has been battling with a particular problem, has finally decided to do something about it, and calls you! I’m pretty sure I know which prospect you’d pick. Well… you might want to be careful what prospect you wish for.

Prospecting 52

Prospecting Call-back Up-Sell Face-to-face 52

Rob Jolles

JULY 28, 2023

Here’s a quick quiz: Which prospect would you prefer meeting with? Prospect #1: Someone who has been battling with a particular problem, has finally decided to do something about it, and calls you! I’m pretty sure I know which prospect you’d pick. Well… you might want to be careful what prospect you wish for.

Prospecting 52

Prospecting Call-back Up-Sell Face-to-face 52

The Pipeline

AUGUST 31, 2021

Closing business and prospecting to ensure you avoid the January lull with a pipeline that propel you to success. The best way to approach is to take your cues from your prospects, buyers and clients. Your routines should make do a better job of helping your clients achieve their objectives. Try Something New.

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Harvest Referrals Call-back Video 360

Hubspot Sales

MARCH 27, 2019

You've spent hours prospecting : researching, making warm calls , reaching out via email and on social media. If you have prospects who are dragging their feet or slowing a deal down, you might be working with a tire kicker. So, how can separate these tire kickers from well-qualified prospects? Quality over quantity.

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Prospecting Strategy Sales Qualified Lead Lead Rank 123

Crunchbase

MAY 11, 2023

As it’s become easier to connect with people over video chat and more common for employees to work from home, video prospecting has emerged as an invaluable strategy for sales teams. By using video to engage with prospects, you can make your outreach more personalized, showcase your product in new ways and stand out from the competition.

Account Based Marketing 52

Account Based Marketing Video Prospecting Top of Funnel 52

The Pipeline

APRIL 4, 2016

As we start a new quarter, it makes sense to step back a second and think about how you are prospecting f. Falling to align the effort and approach to each segment can lose you sales, or almost worse, have you spend more time and energy closing sales with a longer sales cycle than necessary. What You Need To Know.

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Segment Prospecting Groups Energy 120

Selling Energy

AUGUST 30, 2018

Part 2 of the “Overcoming Objections” series covers the classic issue of the reluctant prospect who insists that his/her company doesn’t have the human resources to oversee the process of implementing a new energy project.

Objections 40

Objections Energy Resources Prospecting 40

Selling Energy

DECEMBER 27, 2019

Creating and maintaining an Objections Archive™ is just as important as creating and maintaining a Success Story Archive™. These are indispensable items to have at your disposal when you’re discussing potential solutions with a prospect. Every sales manager should encourage their people to embrace both of these tools.

Objections 53

Objections Tools Sales Management Prospecting 53

Selling Energy

SEPTEMBER 10, 2018

Overcoming objections is a large part of what we teach at Selling Energy, so a book on the subject by the likes of bestselling author Jeb Blount ( Fanatical Prospecting ) is a must-have to supplement our classes.

Objections 40

Objections Energy Prospecting 40

criteria for success

JULY 8, 2021

Are you struggling to make headway with indecisive prospects? When working with indecisive prospects, it can be extremely difficult to move forward in your selling process. The 5 following approaches can be your solution for dealing with indecisive prospects without seeming desperate and pushy. We can help! Lead with honesty.

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Prospecting How To Guidelines Webinar Metrics 98

Selling Energy

DECEMBER 17, 2020

One of the main objections sales professionals are hearing now more than ever from prospects is, “We don’t have the money.”. One of the things we've undertaken this year is teaching how to sell through a recession and how to deal with pandemic-related social distancing.

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Objections Relationals Sales Prospecting 56

Selling Energy

APRIL 20, 2022

It can be hard to predict your prospect’s current situation, even if you’ve done thorough research on the company, decision-makers, and so forth.

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Objections Decision Maker Research Prospecting 75