SALES Series: Handling the objection: “I’m Not Interested”

You are making cold calls. You’ve done your research. This company you’re calling is in your target market. Their web site confirms that they need your equipment to fulfill their mission. But, your company is currently not the supplier. An opportunity. You find a live person with whom to speak and, after they know who you are, they say, “I’m not interested!”

Now, if you have not even begun any probing questions, or even asked for an opportunity to meet with the “right people,” you might respond, “Oh, you’re not interested in, ah, what?” Asked with humility and a touch of inquisitiveness, you have asked a question that can start a conversation that will give you insight in how they currently are meeting the need your product/service fulfills.

Other tactics include asking:

“I understand. How are you handling ___(the need)__ today?”
When they tell you, ask, “What do you like most about ____(product/or company)?”
To that answer ask, “How did you select ____(present supplier)___?”

The key for conversation to continue is that you are mirroring and matching their communication style – people like people who are just like them. You must establish rapport with these questions: not create an enemy. Listen carefully to their speed cadence and mirror it. NOT the accent, the cadence. Is it fast and you could imagine their arms moving as they talk? Is it paced with clear enunciation of the vowel and consonant sounds? Is it slow, methodical – heavy – as if they “feel” their words? Mirror the cadence. You want rapport.

There are several more questions you might be able to ask:

• “What would you need to see or hear to allow me to visit with you further about ___________(the problem)_____?
• What would interest you enough to try us?
• How do we go about establishing a working relationship with ___(their company)____?"

Note: you have not even begun to tell them about the value your solution provides. You will do that when you better understand their need and how well it is currently being met.

Remember the goal of every call is an order, another call or a visit (if appropriate). Keep it conversational but direct. Your attitude must be that you have something of value that can better meet their needs and save them money or improve their processes, or you would not be wasting your time making this call.

If you don’t believe your product or service can best serve their needs…well, that’s a different problem for a different blog!

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