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Talk about the art and science of business development: Stories and details to earn new clients or accounts, gain a competitive advantage and find your success.
I have a funny sales training story for you. A newbie in training discussed a call in which the decision-maker replied, “I’m not interested.”
Get this. The newbie thought that meant they were really “not interested.” Isn’t that ridiculous.
When your prospect says, “not interested,” the least likely reality of this blow off is that your decision-maker is actually, “not interested.” We will discuss what they really mean in a moment.
"Welcome to the Finding Business podcast, where every Sunday, in just five minutes, you'll learn something new to attract ideal clients and accounts. I'm your host, Scott Channell. For more episodes and information on services offered, visit Scott Channell with two T's, two N's, and two L's dot com. Now, today's episode."
How do you overcome the “not interested” sales blowoff?
Your sales objection handling strategy starts by understanding that when you hear “I’m not interested”, what is really going on is…
1. They don’t understand what you do.
2. They need more time to grasp what you are saying.
3. They don’t think you are worth their time even though they have a need.
4. They will have a need in the future but don’t see the value in meeting now.
5. They will have a need in the future but don’t feel it is worth mentioning to you.
6. They have a need but have already or will pick their own providers to speak to. You don’t seem worthy.
7. They have no need now or in the future.
So you hear, “I’m not interested” but that is not what they mean.
Assuming they have a need you can help them with, they will say “not interested” if they don’t understand what you offer, get your value, why you are more worthy than other providers, or how they will benefit from meeting with you. That is on you, not them.
The worst response to the “I’m not interested sales objection assumes it is true.
Your first response to hearing “I’m not interested” must restate and reinforce what you do, your credibility, your benefits and specifically what they will get if they spend more time with you. This also gives the decision-maker more time to process what is being said,
If their response is still something other than “yes,” you need to do one more thing. Check for future business needs.
You might end with something like this.
“Not an issue, don’t want to be on your back, but obviously we do a lot of this. Could you suggest a time for me to be back in touch with you?” Then say nothing. Nothing. It is important that you never suggest a call back date. They must suggest the call back date.
You will be surprised at how many times after hearing the “I’m not interested” objection and hearing it again after delivering your response, that you hear “Call me in two weeks, call me in a month or call me in 3 months.”
Your simple response should be, “Happy to do that, is there a particular reason why that is a good time to call?” Be quiet. They tell you. You say thanks and then hang up.
Your “not interested” decision-maker just turned into a qualified opportunity.
The next time you hear “not interested,” be ready.
Have a response prepared and practiced, which reinforces what you do, your credibility, benefits delivered and what you will deliver at the meeting.
If they still say not interested, check for future business needs.
Hope this got you thinking
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For more information about this podcast, show episodes and services, go to Scott Channell with two t’s, two n’s and two l’s, dot com.
Thanks for listening.