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.

Own Your Development with Training Authoring Software

Lessonly

I found so many answers to these questions by using a powerful training authoring software. But truly, building training with software is a gold mine for owning your own professional development. While there are many types of e learning tools, a training authoring software allows managers and peers to not only enable one another with training to excel, but to also grow personally along the way. Build training.

5 ways to overcome the "Your product is too complicated" sales objection

Close.io

It could be software, or office equipment, or social media management. It sounds good, but it's too complicated" is a common objection in SaaS sales , but it shows up in other industries, too. But with the right approach, you can reframe this objection as an opportunity for growth.

You’re Buying People’s Knowledge, Not Just a Training System

SalesforLife

Here at Sales For Life, we rarely encounter alternatives to modern, digital selling because our competition has always been the status quo, or alternative training programs. What makes a training system unique? salespeople sales strategy sales training

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.

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.

New Hire Training for Salespeople: The Ultimate Guide

Hubspot Sales

Below is a guide to accelerated ramp-up time for your salespeople (along with some examples of how HubSpot trains their salespeople). When you're creating a new-hire training plan, remember a few things : Keep your training plan personalized, because no two reps are the same.

Product Knowledge: How to Train Sales on the Thing They're Selling

Hubspot Sales

However, basic product knowledge training isn’t enough. So, how can you train your sales reps on the product they’re selling and ensure they’ll remember the information when they’re making a sale? Below, you’ll learn how to train your salespeople to sell your product better and faster.

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.

Improve sales training – flip it

Sales Training Connection

Sales Training. Sales Training. Switching topics to sales training, we do not have the corresponding percentages as to the time sales trainers spend lecturing but whatever the percentage – it is higher than it needs to be. Technorati Tags: sales training.

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.).

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.

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?

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.

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

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.

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.

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.

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.

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.

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.

Right on the Money

Engage Selling

and Kinnser Software. Pop quiz: name me three companies who’ve mastered the art of sales acceleration today. You’d likely pick giant performers. Answers might include Apple, SAP and Salesforce. Or maybe exciting newer companies like Shopify, FAEF, YOUi Labs Inc.,

SAP 62

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.

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.

How to Prepare to Prospect – 10 Things You Need to Do

The Sales Hunter

Understand your objective. If you’re making initial calls, your objective is to secure a time for a discovery call. Make sure your CRM / Sales Engagement software is open and ready. Blog Networking Prospecting Sales Training Sales Training Tip Uncategorized customer goals outcomes prospect prospecting sales sellingIf you fail to properly prepare, you are setting yourself up for failure. This doesn’t just apply to prospecting but everything you do.

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

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

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?”

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.

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

How to Create a Winning Sales Process: 7 Essential Steps

CloserIQ

Often, it is best to use software to enrich prospect profiles and help conduct research to gather more details about companies. Handle objections and obstacles. There are a handful of common objections that salespeople should be aware of. Objection: It’s too expensive. Objection: I don’t want to be tied into a contract. Objection: I need more time to make a decision. Objection: I’m worried about the work required to transition from my current provider.

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