Are you sick to death of hearing, “I’m not interested?” Are you tired of having prospects shoot you down, hang up on you and/or berate you? Read on to discover…
Whenever I conduct a workshop or webinar training, invariably someone asks the question: “What should I say when the prospect says, ‘I’m not interested?’”
My response invariably is: “It’s probably too late.”
Certainly you can try to recover from that “I’m not interested” response. You can ask, “I understand that you are not interested. May I ask you why?” (Say this gently, as though you are confused and really, really want the answer.) This will often get prospects to start talking and explain themselves. They will tell you the reasons that they say they are “not interested.” The truth is, however, there are only two reasons that prospect say, ‘I’m not interested.”
The first reason is that you’re simply not talking to the right person. If you are speaking with the wrong person in an organization or an inappropriate prospect, they will often say, “I’m not interested.” What they really mean is, “Why are you calling me? I have nothing to do with this.”
If you are 100% sure that you are speaking with appropriate prospects and still everyone that you speak with says, “I’m not interested,” that means (take a deep breath): You’re not saying anything interesting.
If you have a compelling introduction with stellar delivery, you will hardly ever hear the words, “I’m not interested.” That’s because you will actually be saying something interesting.
On the telephone, you have approximately 30 seconds to grab your prospect’s attention. 30 seconds is not a lot of time. You are not going to convey a lot of information in 30 seconds instead your words must reach out and immediately grab and hook your prospect’s attention.
From the moment your prospect says, “Hello,” your goal is to gain your prospect’s attention so that human being is hungry to hear more. If you don’t hook your prospects in the beginning of your conversation, they will not want to speak with you. They will say, “I’m not interested,” and worse case, they may hang up on you.
In order to hook your prospect, ask yourself: Who are you calling? Why should they be interested? You’re looking for hot buttons, those issues that are so important to your prospect that when they come up, prospects stop in their tracks to listen. The big point here is that when you are trying to get someone’s attention, you have to have some sense of what’s important to them.
Ask yourself: What is the value that I (the company/product/service) bring to customers? How do they benefit? How do I (the company/product/service) make customer’s lives easy, stress-free, happy, profitable etc? You will likely have to do some market research and/or brainstorming here. Once you’ve determined that value, however, lead with it. That is what your prospect will find to be interesting.
If you’d like some compelling introductions to use as a model, along with responses to objections, gatekeeper scripts and qualifying questions you’ll find all that and more in the Sales Winners Handbook. Click here to order The Sales Winner’s Handbook PDF today!