STRATEGIES TO WORK THROUGH OBJECTIONS WITH THE TRIBAL TYPES

Ever notice how much variation there is in the reaction from different buyers when objections or questions surface? Tribal Type customs are an even greater factor when the buyer feels they are under pressure. Their need for certain types of information, their preferences for how they work with others, and their fears determine how they approach an objection. The good news is that you can adjust your Stop, Drop, and Roll delivery for each Type.

Achievers are decisive and want to get it done. They may think that concerns or questions are time-wasters. You may find that they express concerns or objections before hearing all the information, get frustrated when there isn’t an immediate answer, don’t raise concerns at times because they don’t want to slow down the progress, or want to push to an answer without exploring options.

To work through objections with Achievers:

• Let them know that concerns will be addressed quickly.

• Ask for their ideas on possible solutions to the concern or objection.

• Clarify what the real concern is and discuss the impact of results and time frame.

Commanders will want the solution to be “right.” They will analyze the solution from all angles, ask a lot of “why” questions, willingly express their objection or question when asked, may say “let me think about this first,” and are firm in their opinion.

To work through objections with Commanders:

• Ask clarifying questions with a factual and logical approach.

• Ask for opinions and suggestions for resolutions to the concern or objection.

• Let the solution be their idea.

• Be factual and logical in your approach.

Reflectors do not want to rush or confront. They may not state their objections or questions unless they are asked. You may find that they avoid potential conflict, agree easily even if it is to their disadvantage, prefer time to consider options, and are not comfortable being put on the spot.

To work through objections with Reflectors:

• Express your Acknowledgment of the objection or question with feeling and empathy.

• Reassure them (through body language and words) that their concerns are valid and will be addressed.

• Discuss fears and potential risks.

Expressers do not like potential conflict or confrontation. They do not want to hurt your feelings—even though they may have objections. They may agree with you and go along with a commitment . . . for now. Then you may find that they stall when it comes to taking action, don’t return phone calls or messages, become less open with information, or involve others later rather than sooner.

To work through objections with Expressers:

• Ask for questions or concerns assertively.

• Assure them you want to work through any potential concerns with Them and that everyone can succeed and win.

• Demonstrate (through body language and words) the desire to collaborate.

• Use “feeling” words and “Who” questions like: “What types of questions do you feel others might have about this?” or “Who else should be involved in giving feedback on what we’ve recommended?”

Subtle changes in how you Acknowledge, Ask, and Answer with each Tribal Type make a huge difference in their willingness to work with you.