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 prospects 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 20 seconds to grab your prospect’s attention. 20 seconds is not a lot of time. You are not going to convey a lot of information in 20 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 found these tips useful, make sure to join us next Thursday, July 20th at 10:00 am PDT for 3 Secrets of a Compelling Call Introduction. Most salespeople know that they don't have long to grab and hold prospects' attention - but did you know that you might have as little as 20 seconds? Prospects must feel engaged in a call immediately, or the call will be over before it even really starts! In this webinar, we will cover what you should do to create more engaging introductions and prospect more confidently and successfully than ever before! Click here to register for free!
Wendy Weissis known as The Queen of Cold Calling™. She is an author, speaker, sales trainer, and sales coach. She is recognized as one of the leading authorities on lead generation, cold calling and new business development. Her clients include Avon Products, ADP, Sprint and thousands of entrepreneurs throughout the country.