Best Response To “I’m Not Interested” Objection

Written by Sean McPheat | Linkedin thumb

man call by old red phone
 

Cold Call Objections

No matter whether you’re a telesales rep, a business development manager, telemarketing agent or anyone who works in sales, you’ll receive lots of them throughout your sales career.

What am I talking about? Cold call objections and rebuttals.

You’ll hear all types of excuses, delays, and objections.

“I have no money”

“I don’t have time”

“Call me back later”

“We already use someone”

Some people will be pleasant to you as you make your calls and others will not. If you are persistent and are professional, you will come across people who are interested in what you sell. So, if you’re patient and use the right technique then you can succeed cold calling.

And don’t think cold calling is dead either. There might be a movement for Social Selling but that means a lot of salespeople are hiding behind their keyboards sending loads of messages out, hoping some will stick. If you make the cold calls, you’re going to face much less competition than the past. So, let’s dive in and take a look at some cold calling tips and examples.

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Best Sales Rebuttal For Not Interested

You:
“Hi, Louise. Ethan James here, with XYZ Solutions…”

Prospect:
“I’m not interested!”

Arrrgh!

Below is a very effective way to handle the “not interested,” come back.

However, it is not a script to follow verbatim.

Though I am going to put this in the form of a hypothetical cold call, the words are not important.

I want to convey the idea, the concept, and the thought process behind it.

The concept is only to help get you past the initial automatic “not interested” reaction.

From there, you can proceed.

The concept consists of five steps:

1. Understand: Let the prospect know that you fully understand that he or she is not interested and in fact, should not be interested at this time
2. Compliment: Commend the prospect for his or her lack of interest and reasoning
3. Raise Objections: Give the prospect a few reasons, objections why they should not be interested
4. Pick One: Ask prospect which is the primary reason, objection
5. The Reason: Inform the prospect that is the very reason for your call

Here is an example

Sales Person: “Hi, Mr Prospect. Ethan James here, with XYZ Solutions…”

Prospect: “I’m not interested!”

Sales Person: “I knew you wouldn’t be interested Mr Prospect. I fully understand that. Do you have a real quick minute?”

Prospect: “Ah….Well, I guess…”

Sales Person: “You see, Mr Prospect, my information is that your company is a leader in the industry so I have to assume that if you had an interest in my company/product, you would have called me. Does that make sense?”

Prospect: “Yeah.”

Sales Person: “I also have to assume that the reason you are not interested is because you already have a supplier you work with and are completely satisfied…good service, great pricing and they have earned your business—is that right?”

Prospect: “Well, actually, yes. I’ve been dealing with the same company for six years—have no complaints.”

Sales Person: “Of course. And that is exactly why I called. At this time, I dare not even think about asking you to give me any of your business; I haven’t earned it. However, I have found that most business owners in your industry…

And you are into your presentation.

Understand that it is normal and OK if the prospect is not interested when you call. Don’t fight it. Use it.

We offer several Sales Training Courses that you can attend to improve your skills. This includes a 1-day Telesales Training open course where you will learn how to overcome a whole host of objections and rebuttals for cold calling.

Happy selling!

Sean

Sean McPheat

Sean McPheat
Managing Director

MTD Sales Training

Sales DNA

Originally published: 19 August, 2011



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