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.

Sales Tips: How to Better Handle Buyer Objections

Customer Centric Selling

Sales Tips: How to Better Handle Buyer Objections. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. In our workshops we don’t spend a great deal of time on objection handling.

6 Reasons Why Sales Training Often Fails

Allego

In general, though, program failure is often attributable to one or more of these six causes : Training isn’t the right solution to the problem(s). Sometimes, training is simply the wrong solution to the performance problem in your organization. Training & Certification

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.

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.

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

Keith Rosen

Unless you’re training for a marathon, athletic event, Iron Man or Tough Mudder, where you need to get your body and mind in optimal shape which goes well beyond your daily health routine.).

Catch & Release: Not a Closing Strategy

Mr. Inside Sales

I was onsite training in Montreal , Canada last week—a software company, hi everyone! and one of the sales reps brought up today’s quote as we were reviewing calls during the training. Want to be trained how to sell better?

In the Age of AI, Training Is More Critical Than Ever

Sales and Marketing Management

Before that happens, though, the AI has to be trained?—? The first step toward sales AI success will be taken not by salespeople, but rather by sales ops and the IT pros determining the right data to train the system.

How Tableau uses Data to Improve Sales Training ROI

Allego

This case study is from a presentation at ATD 2018 titled “How to Improve and Measure Sales Training ROI” with Michael Carpenter, Sales Readiness Information and Technology at Tableau. Wanted: Hard Data that Training Actually Works. Objection Handling in Sales.

ROI 62

The 33 Best Sales Training Video Channels on YouTube

Hubspot Sales

billion on training and development, including external providers, internal expenses and tuition reimbursement, according to The American Society for Training and Development. Clearly, if your team needs sales training, there's a lot of options out there. 19) Sandler Training.

When is Face-to-Face Instructor-Led Training the Best Option?

The Brooks Group

With the rise of technology in the workplace, some may wonder if classroom training will soon be replaced by digital alternatives. There are circumstances that eLearning or virtual instructor-led training may be the most appropriate option, as well. Sales Training

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 waits for just the right signals and then surges forth with all the subtlety of a freight train to seize your precious time and attention before you even realize what has happened.

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.

Mediafly Partners with Lessonly, Announces Mediafly Readiness to Boost Training Solutions

Smart Selling Tools

By partnering with Lessonly, the leader in learning automation software, Mediafly users access one central location for training, marketing materials, interactive personalized selling tools, meeting tracking, sales coaching and more. By partnering with Lessonly, the leader in learning automation software, Mediafly users access one central location for training, marketing materials, interactive personalized selling tools, meeting tracking, sales coaching and more.

Inside sales – it is a new dawn and sales training needs to shine

Sales Training Connection

As the intensity of the spotlight on inside sales increases, attention needs to turn to training. In the past, the level and rigor of the sales training for inside sales has not matched that provided to outside sales groups. Training Design. Inside Sales.

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. MTD Sales Training.

We Need Training: Building a Training Program with a Training Management System

Lessonly

This three-part series is all about effectively deploying a training management system in your business. Part 1 introduces the essential considerations when building a training program, Part 2 explores the nuances of blended learning, and Part 3 discusses how to employ instructor-led training in a training program. We need a training program! We need training! What about instructor-led training? Our training team has limited capacity right now.

Sales Training Article about Ignoring Evolution

Customer Centric Selling

Sales Training Article: Ignoring Evolution. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. A new approach was needed to sell the 4th generation of ERP software than was used to sell a company''s initial MRP system 30 years prior.

Online or Offline?: Optimizing Instructor-Led Training with a Training Management System

Lessonly

This three-part series is all about effectively deploying a training management system in your business. Part 1 introduces the essential considerations when building a training program, Part 2 explores the nuances of blended learning, and Part 3 discusses how to employ instructor-led training in a training program. Instructor-led training is no small task. Instructor-led training doesn’t have to be such a burden.

Customer Service Training: Building the Best Content

Lessonly

Over and over again, we found that the best teams examine their training efforts through six key phases: Assess, Plan, Build, Learn, Practice, and Perform. Forward-thinking teams know it’s important to collaborate with their frontline reps to quickly develop training content that drives performance. Max: Josh, this next one is the build stage, but I was going to go back to the challenges of building training. Build better training with Lessonly.

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.

Best Served Blended: Balancing Blended Learning with a Training Management System

Lessonly

This three-part series is all about effectively deploying a training management system in your business. Part 1 introduces the essential considerations when building a training program, Part 2 explores the nuances of blended learning, and Part 3 discusses how to employ instructor-led training in a training program. Unleashing educational technology to support classroom learning back then presented problems just as it does now for corporate team training.

What is Sales Coaching? Sales Enablement Defined

Showpad

A combination of content, training, and ongoing sales coaching is needed to drive reps’ success. Rather than a manager telling their team what to do, sales coaching includes: Guiding sellers to discover how to achieve their objectives. For sales coaching to have the biggest impact on seller development, follow these tips: Train managers on sales methodologies and proper coaching techniques. Reinforce coaching discussions with ongoing training materials.

Don't just sell your product—sell your philosophy, too

Close.io

Most B2B sales reps spend a huge amount of time entering data into their CRM software and doing other administrative busywork. To make sure that your salespeople are selling your product philosophy, include it in your sales trainings. GET YOUR FREE OBJECTION MANAGEMENT TEMPLATE.

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. Sean McPheat MTD Sales Training. Objection Handling closing techniques great close Powerful sales close

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. MTD Sales Training. In the recent post, “Are You Really Asking For The Order?”

Sales Training Article about Discussing Risk to Win the Next Deal

Customer Centric Selling

Sales Training Article: How Top Sales Reps Discuss Risk to Win the Next Deal. Gartner Group published a study about failed enterprise software implementations. Workflows may need to change and be re-trained. The objective is to come up with mitigation plans for each.

Buyer 62

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

Jonathan Farrington

It waits for just the right signals and then surges forth with all the subtlety of a freight train to seize your precious time and attention before you even realize what has happened. It is aptly referred to as the Shiny Object Syndrome. 3 Steps for Avoiding the Shiny Object Syndrome.

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. Multiple links in your email are what your spam filters are trained to sniff out and more links will increase the chance that your email will be flagged as spam.

3 Common (but Fixable) Ways Your Sales Enablement Can Fail @brencournoyer

Smart Selling Tools

It’s not as if companies in years past weren’t training and enabling their sales forces; it’s just that the term “enablement” wasn’t yet a common part of the B2B sales lexicon. Plenty of training, not enough readiness. Whether that training sticks is another matter.

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. Reduced training time for sales – How long does it take for your company to bring a new sales rep online and make them self-sufficient?

ROI 48

5 Ways to Make Data Actionable With LevelEleven

LevelEleven

A combination of Salesforce reports, dashboards, spreadsheets, as well as other sales software programs can make it nearly impossible to extract the critical information necessary to take action. The best insights into a company’s performance is a mix of subjective and objective feedback.

Data 82

The Era of Modern Learning Has Arrived

Smart Selling Tools

If your sales training and enablement strategy centers on sales kickoff meetings, boot camps or classroom sessions, you’re running the pedagogical equivalent of a hot dog eating contest. In fact, the shorter the training time frame, the faster learners forget.

ACT 104

Sales coaching – jump start by leveraging trigger events

Sales Training Connection

The underlying problem is a lack of sufficient focus, urgency and long-term commitment by the key players to overcome the seduction of shiny objects that take precedent. Based on proven best sales practices built into the customized software.

5 Tips for Mastering the Art of Sales Knowledge Management

Openview

Say a sales rep is looking for information on how to respond to an objection from a prospect. As for the existing team members, they also significantly benefit from brushing up on their skills through ongoing training programs. Offer Mobile-Enabled Training.

Onboarding sales reps: 6 tips for increasing new hire productivity and engagement

Nutshell

Generally speaking, employee onboarding is the process of training a new team member and integrating them into your organization. Onboarding sales reps can include typical best practices like having them review your employee handbook and attend orientation meetings, but it should also incorporate training and engagement elements to better acclimate new sellers to their surroundings and responsibilities. Which training courses do they need to complete in the first month?

The Worst Sales Call of 2013

Sales Benchmark Index

Learn the differences between simple software training and true social prospecting adoption. I used a search to identify IT Directors and started connecting with them” (Robert sells enterprise software). I certainly haven’t bought your software.

Don't Dread Cold Calls, Laugh Them Off.

Jeffrey Gitomer

Poor training. Keep your eye on the prize – never lose sight of your objective no matter where the call goes. Know your objective and the purpose of your call before you start- to appoint, to inform, to question, to talk to a certain person, to sell.

How the Agile Approach Can Ramp Up Sales Onboarding

Sales Hacker

Reps that take too long to ramp can have a difficult time hitting revenue targets – on average, reps spend 10 weeks in training but only become productive after 11 months. Taking a Page from Agile Software Development. 14 Day Sprint: Training ?

How to Transform Your Sales Onboarding Process with Conversation Intelligence

ExecVision

These statements, known as learning objectives , document everything a rep needs to know how to do in order to be successful. As you build out or review your onboarding program, take a look at the mechanisms and methods used to complete these learning objectives. They’ll learn exactly how the team is positioning the product with buyers and get a great introduction to important skills like discovery and objection handling.