Sales objection handling: responding to 'I'm not interested'

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1. So you might want to, you’ve got some specific analysis or report or data that’s relevant to their industry, if they’re marketing director,. CMO or a VP of Sales might put together something that they’re really going to like. And this has a good way to build trust so and also your credibility as well as a salesperson because, you know, cold calling still has a bad name. And a lot of today’s sellers think that with email that they can avoid it. So reframing this interaction in a way that’s sort of helpful, it makes it all about the prospect is focusing on building that relationship in the moment and that future relationship to be able to then create a future opportunity. I feel like today’s executives, regardless of industry, we all feel like innovation is coming at us so quickly that it’s impossible to keep up with every small thing. So I really feel like that could be an effective approach just to let people know, hey, this might be on the horizon and you might not even realize it yet. And then you’re kind of looking out for their interests which puts you in a position as a seller to have a lot of trust. So I think I think number seven is my favorite, but we still have one more. So number eight, I feel like this one is more like a bandwagon appeal where you’re showing them, hey, your peers are experiencing the same issue. So they say, I’m not interested and you say, well I didn’t expect you to be interested because you don’t know a lot about this yet, but other executives in your industry are and then maybe trying to avoid and insert a negative outcome or a problem that you’ve observed in the industry as a seller. Yeah. So again, when are you getting I’m not interested. It’s resistance isn’t it. So we didn’t mention this in the beginning, but you’re getting that resistance. Prospect doesn’t want to be on the phone with you. “So, with every cold call it’s about buying those next few seconds to then book a meeting a few days later or the week after.” Every seller, I think sometimes we can pigeonhole ourselves into, OK, this works, I’m going to use this and I’m not going to do anything different. And what you do in sales and cold calling one week is completely different the next week or the week after. So you have to be open to trying new responses and being able to just put your prospect at the heart of your messaging, not your solution. The most important thing, how are you going to pique that person’s interest? You’re interrupting their day. They’re going to say I’m in a meeting the go to say I’m not interested. They’re going to say, don’t call me again, in some instances, you have to be able to nail those responses quickly. But be open to using different ones. Don’t just get stuck with two or three because they’re comfortable. Got it. All right. Well, that’s all the time we have for this episode of Closing Time. Charlotte, thanks so much for joining me on the show. Thanks for having me, Val. All right. It was our pleasure. Thanks to all of you for joining us for Closing Time. Remember, subscribe to the channel like the video and hit the bell so you don’t miss any episodes. That’s all for now. Take care.

   In Calling

2. 03:04 “The mirroring technique is a method used in sales to respond to objections by repeating the prospect’s objection back to them, with the addition of a clarifying question.” For example, if a prospect says, “I’m not interested,” a sales rep using the mirroring technique will respond with, “not interested?” and wait in silence so the prospect can begin the conversation and, ideally, explain why they are not interested.

   In Lack-of-need objections

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