Objections
Answering Questions
What to do with statements
What went wrong?
Name the DISC personality
100
We probably won't be doing anything this month
Ok. When you say, "probably", what do you mean?
100
How experienced is your company with these types of situations?
Sounds like you may have had an issue in the past?
What do you mean by "these types of situations?"
100
We need this completed by the end of this month
Is there a reason for that?
Tell me more
Can I ask why that is?
What's the reason for the urgency?
100
You've quoted for a year and no business
Don't understand their pain or motivators
Have not bonded enough
Have not been to the account often enough
100
Fast talking; bold; direct; demanding
D or Dominant
200
Why don't you send me some information
I can do that. What would you like me to send?
Sure. Once you have it, what's next?
200
Can you give us a discount?
If I said, 'yes', what would happen?
If I said, 'no', what would happen?
If I said we could, but it would be small, what would happen?
What's going on?
We have a policy...
I'm not sure I understand...
200
We're looking for better delivery
Tell me more
Better means?
Probably telling me that for a reason?
What's your concern?
(Any version of this to get them talking)
200
You're following up: "Just following up on the quote"
You didn't have an agreement about 'next steps'
200
Drives a green Subaru
C or Cautious Thinker
300
We're concerned about how long this is going to take
Ok. Can I ask what has you saying that?
How long were you hoping for it to take?
Makes sense. Tell me more.
300
How long have you been in the business?
Uh-oh. Have you had an issue with someone less experienced?
300
It's been a slow season for us
And/uh-huh/Ok/Alright/(nod)
300
You're at the end of a meeting and they make no commitments: "Thanks for the quote. We're going to think about it"
Didn't use TACO to set up the meeting (missed "Outcomes" step) -or-
Didn't find their biggest concerns or "pain" -or-
Didn't show value -or-
Didn't ask enough questions
300
Values loyalty, hates change, likes consistency
S or Steady Relater
400
How big a company are you?
You're probably asking me that for a reason? -or-
Can I ask what your concern is about size? -or-
What type of answer are you looking for?
400
How difficult is this to get done?
Not difficult, but what is your biggest concern?
400
Your quote was high
Uh-huh... (be quiet)
And...? (be quiet)
Ok... (be quiet)
400
They aren't responding to your follow-up email or call
Did not set up the next step using TACO -or-
You did not show value during your call -or-
You did not find their "pain" during the visit -or-
Did not bond with them
400
"What uuupppp?"
I or Influencer
500
You're too expensive
Uh-huh/Alright/Ok (then, silence)
What do you mean by expensive?
I don't understand (then, silence)
500
Are you working with anyone else our size?
You're probably asking me that for a reason? -or-
Sounds like you have a concern about size?
500
We were hoping you could come down on price
You're probably telling me that for a reason? -or-
I don't understand -or-
I'm confused -or-
Oh. And what if I can't?
500
You're following up on a big quote with an existing, long-term customer and lose the deal. What went wrong?
Didn't ask the right questions
No PAIN
No TACO
500
S or Steady Relater