The Center for Sales Strategy

MARCH 21, 2023

In sales, you need to understand the difference between an objection and an objective. Here are the four most common customer objections that a salesperson will encounter. Objections are easy to overcome if you've done your homework prior to your customer needs analysis meeting.

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SBI Growth

MAY 13, 2013

Fix your sales problem in 5 easy steps – sounds great, doesn’t it? One of the biggest problems for sales reps is customer objections. In this article I will address an alternative way to look at objection handling – from the point of view of the buyer. As a sales rep, you have a variety of tools in your bag.

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Objections Customer Revelation Buyer Persona 306

Zoominfo

MAY 7, 2020

If you’re dealing with a sales objections…congratulations! We should relish objections,” says Steve Bryerton , ZoomInfo’s Vice President of Sales. When sales prospects offer objections, it means they’re taking you seriously. ” Most Common Sales Objections. It can drag on forever.”

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Objections Decision Maker Case Study Face-to-face 213

SalesFuel

APRIL 19, 2024

How is your client supposed to get personalized ads to current and potential customers with cookies decreasing everywhere? This data loss needs to be made up for, and brands are updating their content marketing objectives to do so. And 71% are turning to new content marketing objectives to do so.

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Objections Data Ideal Customer Profile Marketing 52

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. Whether you’re new to sales or a seasoned professional, today’s post is for you.

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Pipeliner

SEPTEMBER 27, 2023

being released on the 28th of September —comes a fantastic new feature: Custom Entities (functionality referred to in some other CRM systems as “Custom Objects”). Custom Entities A Custom Entity is an Entity created by a company to fit their particular line of business. No coding is required.

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SBI

DECEMBER 8, 2021

Six Essential Skills for Responding to Sales Objections. By Randy DeHaan, Director of Sales, Chorus.ai. 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.

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MTD Sales Training

SEPTEMBER 3, 2019

In a sense, dealing with objections from customers is a similar process. Rarely do customers tell you the whole story when they present an objection. Most times, it’s a short phrase or sentence that doesn’t cover the real reason for the objection. So, what’s the first thing you should do when an objection comes up?

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Face-to-face Objections Guarantee Discount 230

DiscoverOrg Sales

JULY 10, 2018

If you’re dealing with an objection, congratulations! We should relish objections,” says Steve Bryerton , DiscoverOrg’s VP of Sales. I love objections. If you’re NOT getting objections, you’re probably not very close to a sale, because your pospect doesn’t have that uncomfortable feeling of taking a risk.

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Objections Buyer Persona Study Decision Maker 243

Shari Levitin

MAY 12, 2022

If you’re like most sellers, you get price objections – lots of them. A few months back, I read a post on LinkedIn from Ashlynn White and couldn’t resist changing the context to a sales conversation to show an example of how to overcome price objections. Customer: WHOOOOAHHHH!!!!! Customer : Cool!

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Increase Sales

JUNE 30, 2014

Some recent social media discussions revealed there exists significant confusion about sales objections. This is best explained because in the past the marketing depattment handed off the fully qualified sales leads to lukewarm ones to the sales department. This happens a lot for realtors and even car sales people.

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Ideal Customer Profile Sales Qualified Lead Objections Customer 169

Increase Sales

JULY 21, 2017

Bad customer service should not be one of them. Top sales performers know how to overcome a sales objection. Yet when that sales objection is something beyond their control such as customer service, delivery by another vendor to invoicing, earning the sale becomes even more difficult.

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Partners in Excellence

SEPTEMBER 22, 2022

I’ve seen a series of posts offering tricks and techniques to eliminating objections. Every day, we see experts commenting on objections, “how to overcome them, how to handle them, how to eliminate them.” On reflection, I thought, “Do we want to eliminate objections? They just stop, hang up, or leave.

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Zoominfo

JUNE 10, 2018

As a B2B sales rep, you already know objections are an unavoidable part of your job. Yet, as we explained in a recent blog post , there are many tips and tricks sales reps can use to bypass common objections during the sales cycle. Four Ways to Establish Value in the Face of Price Objections. Keep reading.

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Objections Case Study Face-to-face Study 239

Partners in Excellence

JULY 5, 2022

The customer has a point of view that differs from that we wish they would have. The customer has “objections.” ” Millions are spent, every year, on “objection handling techniques.” The word “objection,” is an adversarial word. We encounter them all the time.

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Objections Customer Conversion Relationals 101

The Pipeline

OCTOBER 7, 2014

How to Shift the Conversation from Product to Objectives. However, 75% of customers who switch from one vendor to another say they were satisfied at the time that they switched. Objectives! In this webinar, sales expert, Tibor Shanto, covers how to shift the conversation from your product to your prospects’ objectives.

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Webinar Metrics Objections Vendor Account 275

Partners in Excellence

JUNE 22, 2021

Sales people have always had a bit of a weird mindset on objections. Somehow, we have this “negative” reaction to objections. Somehow, we have this “negative” reaction to objections. Ironically, customers don’t seem to have this point of view. Objections are important.

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Objections Training Customer Relationals 93

The Sales Hunter

DECEMBER 23, 2014

Your customer needs what you have to offer, you’ve had what you feel is a very productive sales call and then boom — the customer hits you with an objection. The timing of the objection couldn’t be worse, or at least that’s what you thinking, because you thought you would be able to close […].

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Rob Jolles

SEPTEMBER 8, 2023

Everyone experiences objections when selling. When objections are stated, our minds move pretty fast, and unfortunately, often towards a response. Rather than responding, the best move you can make is to ask for clarification of the objection stated. They begin to think, “Oh, no, not this objection again.”

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Rob Jolles

SEPTEMBER 8, 2023

Everyone experiences objections when selling. When objections are stated, our minds move pretty fast, and unfortunately, often towards a response. Rather than responding, the best move you can make is to ask for clarification of the objection stated. They begin to think, “Oh, no, not this objection again.”

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Objections Call-back Up-Sell Referrals 52

Partners in Excellence

APRIL 2, 2024

But, as we work in organizations and work with our customers, sometimes this can be the source of a giant disconnect. We know what questions we need the customer to answer to qualify the deal, we know how to present the capabilities of our products, how to handle objections, how to move to close.

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Zoominfo

JULY 13, 2023

The sustained growth that can only come from retaining and expanding your customer base relies on sales reps who consistently build genuine relationships with customers. That work starts with determining where a customer is today, understanding where they’re going in the future, and seeing how you can help them bridge the gap.

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DiscoverOrg Sales

SEPTEMBER 26, 2018

Remember that last sale that you made where you ran into an objection? We all know that selling doesn’t really start until we run into an objection. The reason is, objections allow us to get an idea of what our prospect is feeling internally. We’re going to focus on overcoming objections in five steps.

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Grant Cardone

DECEMBER 9, 2022

After over three decades of educating individuals and corporations on sales, this topic is still the hottest on everyone’s list… What are the most common types of objections — and how do you handle them? Whether you’ve been in sales for 20 minutes or 20 years, you have heard an objection from a customer.

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Understanding the Sales Force

MARCH 20, 2024

Although this is an article about sales process, the first two paragraphs have more to do with religion than sales. I’m sure by now you’re thinking, but Dave, what the heck does that have to do with sales process? I mined some data from Objective Management Group, which has assessed around 2.5

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Membrain

JULY 18, 2021

Do you have a clear objective for each call/meeting you have with the customer? Is it aligned with the customer’s objectives for the call?

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Gong.io

NOVEMBER 19, 2021

The moment a customer voices a sales objection, it’s tempting to do two things. Hearing sales objections make a rep want to: Say these words: “I’ve got the perfect solution for you!”. Handling sales objections well is a skill that separates good reps from their top-performing peers.

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Partners in Excellence

JUNE 16, 2021

Do you have a clear objective for each call/meeting you have with the customer? Is it aligned with the customer’s objectives for the call? I talk to 100’s of sales people every year. They are constantly busy making calls and having meetings, but when I ask them, “What was your objective?

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MTD Sales Training

JUNE 9, 2015

It’s not easy being in sales these days. All the pressures of hitting targets, completing your sales plans , competitive activity…it can sometimes feel as if it’s all too much. Many salespeople heap more pressure on themselves by making mistakes that actually attract objections from prospects and customers.

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Gong.io

DECEMBER 30, 2022

Increase customer lifetime value (CLV).”. Ask any sales leader what they want, and you’ll get an answer along these lines. You can’t tell a sales rep to “increase sales” and expect them to know what to do. A good place to start is to set the right sales objectives. What is a sales objective?

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Objections Examples Ideal Customer Profile Sales Management 62

LeadFuze

JULY 18, 2023

Learning how to handle objections in sales calls is a crucial skill for any sales professional. In this blog post, we’ll delve into the art of handling sales objections effectively. We will also highlight the importance of building trust with prospects through effective objection handling.

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LeadFuze

JULY 25, 2021

9 Overcoming Sales Objections Strategies for Getting Your New Product Launch Marketing Plan on Track. Even when they do, overcoming sales objections needs to be your next goal. Overcoming sales objections of all of those leads is possibly the biggest differentiator between those who succeed and those who don’t.

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Objections Guarantee Webinar Metrics Strategy 105

Zoominfo

SEPTEMBER 1, 2018

If you’re dealing with a sales objection… congratulations! We should relish objections,” says Steve Bryerton , ZoomInfo’s Vice President of Sales. When sales prospects offer objections, it means they’re taking you seriously. What Does a Sales Objection Look Like? It can drag on forever.”

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Gong.io

DECEMBER 14, 2022

It’s not hard to set sales objectives. Any sales leader can ask their team to increase sales by 50% or cut customer churn in half. . What’s difficult is setting achievable, effective sales goals that have a genuine impact on your company’s long-term strategy. . What different sales objectives look like .

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Hubspot Sales

MARCH 2, 2018

Common Sales Objections. Every prospect you speak to has sales objections, or reasons they’re hesitant to buy your product. Why are sales objections unavoidable? To be successful, reps must learn how to both discover and resolve these objections. What Is Objection Handling? I hate you.".

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