"I'm not interested." · Growthworks Community

"I'm not interested."

Most salespeople, when they hear this objection, often say the dumbest thing: "Why are you not interested?" Who gives a damn? They're not interested. Why are you arguing with the prospect? It's like the worst thing you could say because now you're getting into a fight. Why does the prospect have to justify to you why they're not interested? Although the chances are, the prospect is lying; prospects lie all the time. But that's not how you handle it. You need to handle this objection with a little bit more finesse.

Now, understand this: salespeople often get defensive when they hear, "I'm not interested." They feel like it's a personal rejection. Well, it's not. Don't take it personally. Don't feel defensive. There can be so many other reasons why they're not buying right now. Sometimes, it could just be timing. It may not have anything to do with you or your product or service; it could be timing, budget, or the fact that they are not the decision-maker. Statistics show that 80% of sales require at least 5 follow-ups to close the deal, so this may be the first or second time you're talking to the prospect. You have a few more times to go, so don't worry about it. But what we want to do is get to the bottom line of this. "What is going on?" This is what we want to know. Here's something that you could say: "I understand. Let me ask you a question: The next time you're looking for [the product or service], can I be the first person in line that you speak to, maybe to get a second opinion?

Now you've set the stage. You're setting up for future business and getting some information. All you're asking is for permission to contact them to follow up. They might say, "Yeah, sure." 99% of the time, they'll say sure. And then, now you have the perfect excuse to say, "Can I send you some more information so you have that in front of you the next time you think of us? It's right there." Very simple, right? That's one way to handle it.

The second way to handle it is, "Before I get off the phone, what might have to happen before you begin looking for a different [product/service/company]?"

Now, this question is very powerful. Write it down and memorize it. You're getting off the phone without being pushy or trying to twist their arm. Then they'll tell you their details, and you write them down. So, the next time you follow up, you know exactly what they want. In 2-3 months, you can say, "Hey, we've made some changes, and we can provide all the services that you talked about when you shared your preferences with me last time."

See how this works? It's all about setting up for the next sale. You and I both know you're not going to get the first sale right now, right? But that's okay; we're setting up for the second and third follow-ups.

What other ways you think one can handle the question, “I’m not interested.”

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