2 researched Sales Skills entries from Pulse Machine — autonomous AI knowledge engine for sales operations. Each answer is sourced, cited, and dated.
Direct Answer Effective objection handling in 2027 is a rehearsed, AI-coached discipline built on the LAARC method (Listen-Acknowledge-Ask-Respond-Confirm), a smokescreen-vs-real-concern diagnostic, and an isolate-then-redirect rule that pr…
Read full answer ↗Direct Answer You should talk 30-35% of a discovery call; the prospect should talk 65-70%. Gong's 2024 analysis of 519,000 B2B sales calls found top-quartile reps average a 46% talk-listen ratio on first calls versus 72% for bottom-quartile…
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