The Savvy Sales Pro’s 5-Point Guide to Overcoming Objections

DiscoverOrg Sales

If you’re dealing with an objection, congratulations! We should relish objections,” says Steve Bryerton , DiscoverOrg’s VP of Sales. I love objections. So, how do you handle sales objections? Yes, you have a great counterpoint to every possible objection under the sun.

Whiteboard Wednesday: 5 Steps to Overcome Sales Objections (Steve Bryerton)

DiscoverOrg Sales

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. Step 1: Love sales objections.

Software Tools Every CFO Wishes They Had

Xactly

The objective is to have advanced communication and analytical skills with forward-thinking collaboration. Software Tools Every CFO Needs and Wants. CFOs have many software tools to choose from. Gusto is one of the best payroll software solutions for SMBs.

Benefits of Territory Mapping Software

Xactly

Sales territory mapping software offers more benefits than sales managers may realize. The perspective you get from territory mapping software gives way to previously unseen patterns and insights that just don’t populate through spreadsheets alone.

7 Must-Have Automated Documents for Sales Success

Even if it’s all in Salesforce, crucial account data is spread across different objects— Accounts, Opportunities, Contacts, and custom objects—users must constantly. that resides across multiple objects. multiple objects, spread across multiple views.

The Big CRM Question: Why Aren’t Your Sales Reps Using the Software?

Sales and Marketing Management

When taking a closer look, there are objective reasons for the plight of CRM. The software allows companies to organize their customer data in one place. First you need to ask what your objective is. It’s for this reason that software specialized in lead management is more beneficial to salespeople than standard CRM tools. Choosing a lead management software does not necessarily mean you can’t also implement CRM.

The Top 5 B2B Sales Objections and How to Overcome Them

RingDNA

The post The Top 5 B2B Sales Objections and How to Overcome Them appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Inside Sales Sales Coaching Sales Strategy B2B B2B sales B2B sales objections inisde sales objective handling sales strategyAs a sales rep, you sell more than a product, or a band-aid, you sell a positive change – a future state.

Heavy Hitter Sales Blog: IT Sales Strategy: Software, SaaS.

HeavyHitter Sales

IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. IT Sales Strategy: Software, SaaS & Hardware Sales. Heavy Hitter Sales Blog. Recent Posts.

How To Find The Right CRM Software For Your Business

Base CRM

Here’s our guide for finding the sales software that’s right for your team. Like any large, long term purchase, finding the right sales software requires you to be crystal clear about what you really want. Searching for a CRM is a roller coaster of emotions.

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30 Responses to the Dreaded Sales Objection "It Costs Too Much"

Hubspot Sales

How to Overcome Pricing Objections. Summarize their objection in 2-3 sentences. Price objections are common in sales -- primarily because most prospects have learned pushing back on cost will get them a discount. Step Two: Explore the pricing objection. Objection Handlin

Sales Tips: How Any Industry Can Use CRM Software to Massively Increase Sales

Customer Centric Selling

CRM software is your answer. According to Zapier, “ Customer relationship management software are tools to organize your contact info and manage your relationship with current and prospective customers, clients, and other contacts. Shiny object syndrome is a real problem in sales.

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How CPQ Software Enhances the Buyer Experience

Cincom Smart Selling

CPQ software enhances the buyer experience and offers a unique opportunity to accelerate the process of turning prospects into buyers. I went to the hardware store to inquire about the best type of anchor for hanging heavy objects. CPQ Software Elevates Confidence during the Buy Cycle. CPQ software telegraphs a distinct “ we are buyer-focused ” message to your prospects. Let’s take a look at how CPQ software drives this process.

How CPQ Software Enhances the Buyer Experience

Cincom Smart Selling

CPQ software enhances the buyer experience and offers a unique opportunity to accelerate the process of turning prospects into buyers. I went to the hardware store to inquire about the best type of anchor for hanging heavy objects. CPQ Software Elevates Confidence during the Buy Cycle. CPQ software telegraphs a distinct “ we are buyer-focused ” message to your prospects. Let’s take a look at how CPQ software drives this process.

Sales Tips: How to Better Handle Buyer Objections

Customer Centric Selling

Sales Tips: How to Better Handle Buyer Objections. In our workshops we don’t spend a great deal of time on objection handling. Buyers sometimes raise objections to slow down speeding trains. I’ve just described a way to reactively handle an objection.

Stop Setting Goals and Start Creating Your Ideal Lifestyle – Part 2

Keith Rosen

In Part 1, we identified four reasons why people fail to reach their goals and the foundation needed to ensure your goals are aligned with your vision, values and priorities, not your shoulds. Paradoxically, what if I told you to abandon your goals because you’ve already achieved them!

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome

Smart Selling Tools

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome. It is aptly referred to as the Shiny Object Syndrome. It is quite easy to get tripped up and even mesmerized by the chimeric allure of Shiny Object Syndrome when it comes to prospecting.

Decision Makers Want To Deal With Decisive People

The Pipeline

Instead they are focused on their objectives 12 – 18 months forward, they are consumed by those outcomes, and their impact on their company, be that profits, market share, Wall Street reaction, and more. It is not about “the” enterprise software, but the impact as they view it.

Heavy Hitter Sales Blog: The Three Critical Win-Loss Objectives

HeavyHitter Sales

IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. The Three Critical Win-Loss Objectives. With this in mind, here are the three critical objectives of true win-loss analysis. Equally important, you can arm the sales reps with counteractive business and technical responses to overcome key deal-stopping objections.  

Sell Like Steve Jobs: How to Use Silence in Sales

RingDNA

The post Sell Like Steve Jobs: How to Use Silence in Sales appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Sales Best Practices Sales Coaching Sales Strategy B2B sales discovery call Inside Sales objections sales qualification

Sales’ Product Epidemic

The Pipeline

It’s a question I ask every group I work with, and over 80% of salespeople respond with a product or service: “I sell software” “I sell condensers” “I sell marketing solutions” Some get cutesy and abstract or esoteric as means of getting a reaction they think they can run with. “If I say something different they will ask me how I do that, and that’s my chance to talk about what we do” Very agile! By Tibor Shanto.

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The Experience of You

Jill Konrath

To set up a meeting with the SVP of sales at a targeted software company. I’d researched his company, knew their objectives and strategic initiatives and uncovered some game-changing trigger events. I was psyched. My goal? Winning Deals

Confusing Journey With Destination

The Pipeline

We sell software”, “we sell hardware, solutions, integration, systems, trucking services, etc.” When was the last time you heard your VP of Sales, “I wanna buy me a piece of software that will process leads based on an algorithm designed to….”

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What Do You Sell? – Sales eXchange 226

The Pipeline

I hear hardware, software, applications, blah blah services, etc. Why buyers buy is the key, they are rarely looking for a solutions, they are always looking to achieve an objective, big or small. By Tibor Shanto - tibor.shanto@sellbetter.ca.

Guest Post: Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome

Jonathan Farrington

It is aptly referred to as the Shiny Object Syndrome. The Shiny Object Syndrome is when something of dubious importance catches your attention and prevents you from spending valuable time on the things that matter more. Can you tell where the Shiny Objects are in the following?

Try This Last Effort When You Have Lost The Sale And You Are Walking Out Of The Door

MTD Sales Training

You faced and, you thought, you overcame, what seems like a thousand objections ; and still the prospect will not buy. As you can see, with this approach the prospect has to either argue with your apology, in which case he or she eliminates all the objections.

How To Lose A Sale With Your First Response – Sales eXecution 282

The Pipeline

They will usually tell me things like: I sell hardware – software – any kindaware. You need to speak to those objectives and outcomes you have delivered. By Tibor Shanto - tibor.shanto@sellbetter.ca .

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5 Selling Lessons From the Saddle

Smart Selling Tools

The key lesson for sales is this – have a clear objective for an account (to advance) or opportunity (to win, or lose early). Defining your sales objective will help you to focus on delivering this objective successfully and to do what is needed to deliver this successfully.

The Pipeline ? Take Control!

The Pipeline

I had a call from Bob, a director of sales with software company. This frees up a lot of bandwidth in the old cranium, allowing you to focus much more on the client, their objectives, and how you can help them, and your company achieve their objectives. Objection Handling.

The 8 Buying Considerations CRM Vendors Don’t Want You to Know About

Smart Selling Tools

Like most ad-numbed and ‘spin’-undated consumers, when considering a CRM solution, sales software buyers focus on the usual eye popping standards like price and features, while leaving the most important element a distant third – the one that will keep the system in the ‘go-to’ category long after price and features have faded from memory – and that is use-ability. Tweet Customer Relationship Management.

True innovators identify the spaces in between

Velocify

Driving change that truly has an impact requires an objective look. Our hypothesis was that through observation of their day-to-day workings we would learn better how they used our software or more importantly when they didn’t use our software.

The Mighty Weak Link – Sales eXchange 162

The Pipeline

Most of the time in sale we focus on ensuring we connect with and sell to the key decision makers, influencers, those driving the strategy, in order to build a solid understanding of the buying organization’s objectives and capabilities to realize those objective.

Want A Good Sales Close? Try An Apology

MTD Sales Training

As you can see, with this approach the prospect has to either argue with your apology, in which case he or she eliminates all the objections. Objection Handling closing techniques great close Powerful sales closeFirst, I want you to understand the philosophy of this concept.

Three Ways Of Asking For the Sale, That ASK For The Sale

MTD Sales Training

Sales Person: “Finally, Sarah, we will deliver, install and test the software. Sales Person: “Finally, Sarah, we will deliver, install and test the software. Objection Handling Questioning Skills Sales Interactions asking questions closing questions closing techniques closing the sale

Scrivener Is A Surprising Tool for Sales

Fill the Funnel

Full Screen Mode – this puts your document on the screen and blacks out everything else, eliminating the distractions that can arise from email, social networks and other shiny objects.

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Does Your Sales Team Need a CPQ Solution?

Cincom Smart Selling

CPQ helps to prevent that by making sure the rep is equipped to handle nearly any objection right now, on the spot. CPQ removes the obstacles of pricing complexity, customer objections, peripheral busy work and deal fatigue. Smart Selling Configure price quote software CPQ Solution sales effectiveness sales performanceThe Sales Case. Do you need a CPQ solution? Talk to almost any CPQ vendor, and you’ll hear a lot of promises being made.

Does Your Sales Team Need a CPQ Solution?

Cincom Smart Selling

CPQ helps to prevent that by making sure the rep is equipped to handle nearly any objection right now, on the spot. CPQ removes the obstacles of pricing complexity, customer objections, peripheral busy work and deal fatigue. Smart Selling Configure price quote software CPQ Solution sales effectiveness sales performanceThe Sales Case. Do you need a CPQ solution? Talk to almost any CPQ vendor, and you’ll hear a lot of promises being made.

Five Ways to Measure ROI for a CPQ Solution

Cincom Smart Selling

Product configuration software, by definition, sounds like a great idea. This is where questions are asked, objections are handled and value is established. The ability of the sales rep to handle an objection is vastly improved with the expert intelligence built into the CPQ solution engine. Your product configuration software should handle most of this. Smart Selling CPQ Solution Product configuration software

Are Your Emails Getting Deleted By Your Prospects and Customers? Five Things You Can Do to Increase the Success of Your Email Campaigns. Prospecting Email Strategies – Part Two

Keith Rosen

And that is the objective; for them to contact you. As long as you have your virus software and security updated and running on your computer, if it clears this test, you’ve at least increased the chance of your emails getting through to your prospects.

High-End Selling: Be BRAVE Or Be Gone

Sales 2.0

It’s the story of a bloke selling pianos but he sells in such a manner that I wager these approaches will work well for other high ticket items…like enterprise software. Help them narrow in on the right objective fit for their circumstances.

Heavy Hitter Sales Blog: Top 20 Sales Articles By Steve W. Martin.

HeavyHitter Sales

IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. The Three Critical Win-Loss Objectives. Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! Best New Sales Book of 2011.