When introducing GAP Assessment to your teams, you may encounter various objections from employees. Here are the most common concerns and how to best handle them.
Customers don't have time
"Customers don't want this, they don't have time for it."
Your response: Customers want and need this. If your customers repeatedly say no, it's because your story, your pitch isn't being sold well enough.
All analyses over the last 15 years show that customers want more from their suppliers and the salespeople they meet. 58% of buyers find sales meetings irrelevant (RAIN Group). 82% feel that salespeople are unprepared (Forrester). 80% in sales say the stakeholder group is growing, and with just 5 stakeholders, the probability of reaching consensus and thus a purchase drops by 50%. Due to this uncertainty, 38% of buying processes end in no-decision, meaning you don't even lose to a competitor, but because you don't create "decision confidence". At the same time, all new research shows that in complex sales/purchases, the sellers/suppliers who do best are "Challengers", i.e., those who bring new knowledge and challenge customers.
Pro tip
Focus on helping your employees strengthen their pitch and storytelling. When the value is communicated correctly, customers will want to participate.