Prospects don\u2019t come around easily so you can\u2019t afford to give up on a potential sale so quickly.<\/p>\n
It\u2019s your job to reframe the perspective of your potential customer.<\/p>\n
What is great about any objection is that it gives you a critical insight into the exact pain point you need to overcome. In addition, the objection often reveals something about the person\u2019s DiSC style. The nature of their objection and how it\u2019s communicated contains important information, helping you to tailor your response accordingly.<\/p>\n
There are almost always ways to address your prospect\u2019s concerns\u00a0if you approach the objection in the right way<\/strong>.<\/p>\n We will bring you just a few of the most common objections that you might come across while selling your DiSC-based services.<\/strong><\/p>\n <\/p>\n If the prospect thinks they don\u2019t need your service or this product<\/strong>, you should try to reframe the conversation and change their perspective if you still think you can add value for them. DiSC profiles have very wide application opportunities<\/strong>, so it can add value to many different programs and create a much more personalized training experience<\/strong> no matter the topic.<\/p>\n You will definitely come across a situation where a prospect tells you \u201cI\u2019ve already done DiSC, what else do you have?\u201d<\/strong>. It\u2019s important to explain that DiSC is not just one profile<\/strong> as there are many different DiSC tools and applications.<\/p>\n Or you can always ask back \u201cBut how are you using DiSC and the knowledge that you got from your last experience?\u201d<\/strong>. Most with already some prior experience with DiSC would greatly benefit from a follow-up DiSC-based training<\/strong> to refresh and deepen the knowledge, and most of all \u2013 rehearse their behavioral adaptation.<\/p>\n The budget doesn\u2019t have to be a deal-breaker.<\/p>\n If the prospect says \u201cIt is too expensive\u201d<\/strong> then you should talk about the added value DiSC profiles could offer their business. It\u2019s about convincing the prospect not to see it as a cost, but rather as an investment in their people<\/strong>.<\/p>\n You could point at the reasons why to believe in DiSC \u2013 the foundation of research, transformational learning and global trust and scale of it<\/strong> (2 million learners every year experience DiSC). Also, it\u2019s always great to refer to existing customers who have benefited from DiSC.<\/p>\n If the prospect says, \u201cI can find a cheaper alternative\u201d <\/strong>you could ask: \u201cIf price were not an issue on this, is this solution something you would move forward with today?\u201d<\/strong> It\u2019s important to remind that cheaper in most cases does not mean better, so ask the prospect if they have considered if the alternative solution is:<\/p>\n <\/p>\n This objection will test your sales skills, especially on the phone. Your relationship management and conversational prowess is vital.<\/p>\n \u00a0<\/strong><\/p>\n If the prospect says, \u201cI’m already using [competitor tool]\u201d<\/strong>, the good news is it means they have a need for such solutions. Now it\u2019s your job to prove your service is a better option.<\/p>\n You could reply with \u201cI’m glad you’re already working with a provider-because I’m confident we can help you with [goal 1] and [goal 2] even more than your current provider. Why did you choose their service? What is working well? What isn’t?<\/strong><\/p>\n When the prospect is reluctant to switch, you need to show them the benefits and highlight what that means for their business.<\/p>\n \u00a0<\/strong><\/p>\n If you\u2019re a new company and the prospect thinks, \u201cYour company is much smaller than [competitor]\/I’ve never heard of your company\u201d<\/strong>, make sure you have some testimonials ready. Buyers want to see a solid track record. Your passion for the service and helping the client is just as important.<\/p>\n You could answer: \u201cWe’re a [type of company] that helps [target audience] do [outcome], and DiSC so far helped [customer 1], [customer 2], and [customer 3] exceed their [another outcome].\u201d<\/strong><\/p>\n <\/p>\n Overcoming sales objections isn\u2019t impossible. In fact, sales objections open up doors to understanding your prospect more and the more you learn about a prospect, the easier it is for you to build trust and show them that your service is there to help them.<\/p>\n Of course, preparing for sales objections does not replace what is central to selling – one’s true enthusiasm and a thorough understanding of the solution, but it does provide a definite advantage in sales.<\/p>\n <\/p>\nNeed<\/strong><\/h2>\n
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<\/p>\nPrice<\/h2>\n
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Time<\/strong><\/h2>\n
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Competition<\/strong><\/h2>\n
Trust<\/strong><\/h2>\n
What kind of DiSC sales objections have you faced? How did you overcome them?<\/strong><\/h3>\n
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\u00a0<\/strong><\/p>\n