Verry often when making a cold (or warm) calls, the other peson will say:
“No I’m not interested”
This usually comes just after you have made your introduction. There are a couple of ways you can deal with this effectively and we will look at these in a minute after we look at what not to do:
Never argue back or try to be clever. Saying something like “How do you know your not interested, you don’t know what I’m selling” will end up getting a response similar to “You are right and I never will – so pi** off!”
Never just carry on the pitch as if you haven’t heard them. This will wind them up and close any potentail doors you ever had.
What can you do:
Develop a better opening statement and Value staement that will significantly decrease resistance and the number of times you hear this. I covered this in a previous sales blog article – telesales opening lines
Try understanding their position and keeping the conversation going “I’m sure you have a very good reason for saying that. Do you mind me asking what that is?” This is a tried and tested way of dealing with Im not interested and seeks to understand the real reason why they are not interested. They might be in a rush to get to a meeting, they might have an existing supplier, they might not be the right person or they might just be rude. If you don’t ask you will never know, will never continue the sales dialogue and could close that door for ever.
Objection handling must be up there with closing as the two most debated parts of the sales process. Much has been written telling you what you should do, what lines to use and how to deliver them.
This article is refreshingly different because it tells you what not to do. There are a few key things that you should never do when faced with an objection. They are:
“The Wrongs”
Don’t pounce: an instant response, sometimes even before the prospect has finished speaking, creates an emotional barrier because it suggests you have not considered what has been said. It also indicates a ‘canned’ answer that you give to every one. People like to be heard and made to feel special and this does not help you do that!
