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Overcoming Prospect Objections Based on DISC Style

Whether it’s during a cold call or after three conversations with your prospect, you will always encounter objections as to why they can’t take the next step. It is suggested to create your bulleted list of possible responses for each DISC style’s potential objections. This list will serve you as a guideline and you’ll be a step ahead of any block roads. By quickly guessing your prospect's style and listening to their objections, you will be ready to answer based on your understanding of human behavior and DISC styles.

Overcoming objections of the Dominant Style

The “D” style is a bottom-line type of person and wants to be in control of every situation. Keep in mind they treasure their freedom, so tailor your questions and approach so they see how your solution can give them more power.

Sample objections of the “D” style

“I’m busy right now.” This is quite common, especially from “D” styles. Simply answer that you don’t need to have a lengthy conversation right now, but ask if they have 60 seconds to quickly chat to see if a longer discussion is needed.

“That problem isn’t a priority right now.” Respond with, “Oh? Tell me more…” With the “D” style, it might mean they don’t have control over it. Listen to find reasons for the low priority, and then reply with ideas of how you can help them take action and influence others in their organization.

Overcoming objections of the Influencer Style

The best advice is to echo the “I” style positive outlook and enthusiasm. Showing you admire them will create a lasting connection which will possibly have them wanting you to like them even more. Keep your replies positive and complimentary.

Sample objections of the “I” style

“Things are going well in that area.” – Celebrate with them, and then ask about their goals. How much progress has been made so far? Their answer will help you qualify the prospect further and find a toehold where your solution can expedite their growth.

“I love the idea, but I can’t sell it internally.” Support their enthusiasm, offer to create a presentation for them to use internally, or better yet, ask them if it’s possible to introduce the idea yourself to a decision-maker. Taking the burden off their shoulders creates another connection in the organization and strengthens your primary contact. Just offering to help might spur them to try with your assistance.

Overcoming objections of the Steady Style

“Don’t rock the boat” is the catchphrase here! The “S” style seeks safety and predictability, and fears conflict. Your replies should show them a solid path with little risk.

Sample “S” Style Objections

“We’re happy with the way things are.” People with an “S” style don’t like change. Get curious about how they are feeling about the stability of other related areas to see if there are challenges you can address. If you can help them make something more predictable, you may get their attention and interest with a more detailed conversation about the possibilities.

“This product is just a fad.” If you are offering something new to the marketplace, you will have to prove it’s worth to the “S” style. Share customer success stories (especially if they are about their competitors) and case studies. Once they see a solid bridge to success using your service, they may move forward with you.

Overcoming objections of the Compliant Style

The prospects with “C” style are rule followers and want to be highly accurate. They need extensive research and data. Be prepared to answer many questions during your conversation!

Sample objections of the “C” style

“Just send me some information.” This may be a brush off, but since the “C” style loves information, tell them that you will do so gladly, but want to make sure it’s relevant. Ask them “What would you like to learn more about?” This may start a conversation on-the-spot and move into the next stage.

“I don’t see the potential for ROI.” This is a sign you either didn’t share enough information or it’s not connecting with them. Put together a formal presentation with solid numbers and success stories to fulfill the “C’s” need for data.

Objections are the toughest part of selling. PeopleKeys' DISC Sales Style Report will not only provide you with an in-depth look at your personal sales style, but has a comprehensive section about recognizing your customer’s buying style. Use DISC for Sales as your next step if you want to take your sales results to the next level!

Author: Michael Dattilio

Michael DattilioMichael Dattilio is a writer and consultant who works with companies and organizations of all sizes to uncover hidden patterns that are driving their performance, especially as it relates to customer experience. Mike enjoys focusing on the interactions of parts in any system, be it a team, a process, or an organization to help create simple solutions to sometimes complex challenges. He’s at his best when inventing something new, such as a recipe, a tool, a strategy, or a product. Personality Style: D


2019-08-21

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