5 Steps to Overcome Sales Objections with DISC
Overcoming sales objections is a crucial part of any sales professional's job, and it requires a combination of skills, techniques, and strategies. In this blog, we'll discuss five steps to overcome sales objections using a behavioral-consultative perspective.
Step 1: Learn to Listen
Listening is an essential skill for any sales professional, and it's even more critical when it comes to handling objections. The key is to listen to understand, not just to respond. The prospect's objections and how they communicate them contain important information that can help you tailor your pitch and delivery. Whether you're meeting face-to-face or virtually, it's crucial to give your undivided attention to the prospect and avoid interrupting them. By listening carefully, you can uncover the prospect's priorities and gain insight into their behavioral style, which is where the DISC model comes in.
Step 2: Ask More Questions
Once the prospect has shared their objection, don't rush to pitch your product or service. Instead, ask more questions to understand their needs, priorities, and pain points. As the prospect talks about themselves, they'll feel heard and understood, which can help build rapport and establish trust. Plus, when people invest time in something, they're more likely to continue with it, so justifying the prospect's time investment is crucial. This step also aligns with the DISC model, which shows that people love to talk about themselves, regardless of their behavioral style.
Step 3: Check Your Understanding
After the prospect has shared their objection and you've asked more questions, it's time to check your understanding. Rephrase the prospect's objections, priorities, and pain points to show that you listened, understood, and empathize with them. By doing so, you'll also demonstrate your ability to flex your communication style to meet the prospect's needs, regardless of their behavioral style.
Step 4: Neutralize Their Objections
Now that you've established rapport and gained insight into the prospect's needs, it's time to neutralize their objections. The DISC model can help you tailor your offering to the prospect's behavioral style and specific needs. One effective way to neutralize objections is by using sales scripts that incorporate DISC style priorities. Keller Williams, for example, advocates becoming a "script master" by memorizing and customizing sales scripts. This step requires you to be adaptable to every behavioral style and unlock your potential by flexing your style. Many of their agents also take it an additional step by becoming DISC certified to master their understanding.
Step 5: Ask for the Sale
Asking for the sale is the ultimate goal of any sales pitch, but it can be challenging to do so effectively. To maximize your chances of success, you need to be optimistic, energized, and adaptable to every behavioral style. By following the first four steps, you'll have built a strong foundation for asking for the sale. Make sure to tailor your approach to the prospect's behavioral style, and don't be afraid to ask for what you want.
Overcoming sales objections requires a combination of skills, techniques, and strategies, and the DISC model can help you tailor your approach to the prospect's behavioral style. By listening, asking questions, checking your understanding, neutralizing objections, and asking for the sale, you'll be well-equipped to handle any objection that comes your way. If you want to learn more about effective sales strategies, consider taking the PRO-SOLD sales strategy online course.