So there you are knee deep in your prospecting activities and then it happens . . .
You get the finality of a “Not Interested!”
How the heck do you respond to that?
First, let me point out some rebuttals you may have heard along with my thoughts.
“Oh OK. Take care”
Take a good look at that one and then take a good look in the mirror.
Is that you?
Most sales reps exit the call when told “Not interested”
“Is it alright if I send you some things from time to time, keep in touch etc”
This one is typical in that many reps use it but;
Its wasted breath in that, their “permission” to keep in touch in meaningless.
Why?
Because they’re going to tell you anything you want to hear to get you off their phone and;
Since when do you need their permission?
I’m not one to be hardcore obnoxious with potential clients, but I’m also not a fan as coming across as an all caps WUSS!
Do you really think they’re going to give something you send them, extra special attention because they gave you permission to send it?
Do you think they’re going to call you up and say “How dare you send me sh*t when I told you I wasn’t interested”?
I’m thinking they’re going to forget about you, the moment they hang up that phone!
“What aren’t you interested in . . . I haven’t told you what I do”
The only thing this serves is your ego. Unfortunately, the person at the other end of the phone has an ego too. In a battle of egos, theirs always wins!
“I understand how you FEEL. Others have FELT the same way but after we worked with their team, they FOUND blah, blah, blah.
The “feel,felt, found” rebuttal has been around for quite a while. I remember giving a sales rep an eye roll, when they pulled it on me back in 1992. I’m willing to bet that the person on the other end of your phone has heard it too.
I could go on and on but here’s another way you could handle it.
“Why don’t we get together anyway. I have some ideas that would really speak to (fill in the blank with something specific from your pre call research)”
Couldn’t come up with anything good from your pre call research?
“Why don’t we get together anyway. I have some ideas that could impact (fill in the blank with the areas your product or service impacts)”
or
“Why don’t we get together anyway. I have some ideas that typically result in (fill in the blank with some appropriate percentages such as an 18% reduction in ________ or a 10 billion percent increase in over exaggeration)”
One last thing to consider . . . Just for the heck of it, tape record your end of the conversation and do a little self analysis.
Perhaps the real challenge is that you aren’t being compelling enough for them to actually . . . be interested!
There are two other IMPORTANT steps to handling this objection (and all of your typical objections for that matter)
I’m going to be sharing it in our webinar this week, How To WARM Up Your Cold Calls.
Here’s what you’re about to miss if you blow this off . . .
- 30 ways to find potential clients who have a higher probability of needing what you sell, TODAY. Can you say “URGENCY”?
- How to craft an objection resistant dialogue that gets their attention in the first 10 seconds. I’m also going to send you a few templates to help you along.
- How to proactively prevent skepticism, doubt, resistance and, I might as well say it, OBJECTIONS.
- How to respond to typical objections like “Not interested/No need” “Have a supplier/Under contract” “Too busy”.
- How to respond to typical stalls, like “Call me back next month, next year, after the holidays, next millennium etc” “Send me your information” etc.
- How to generate, at least 3 additional phone appointment, each week.
- How to ask for access to a higher level decision maker without insulting your contact.
- 4 types of voice mails that will set you apart from your competition. I’m also going to send you the templates for these. You’re welcome!
