In this video, we provide a cold call example with a clear demonstration of how to respond when we are not interested. We provide the actual call recording from the salesperson, then break down the call and discuss the objections and how to respond.
Background
The salesperson in this cold call example is working for a company that provides contact list database services. This is one of the subscription services where a salesperson can create a list of prospects to call and email. The salesperson is trying to sell the prospect (me) on using this service for his business and lead generation efforts.
On the call, I gave the salesperson three objections that could all be categorized as “not interested” objections. These objections were genuine and not a blow-off because we are not currently doing any cold outreach to prospects. With that, we genuinely do not need what the salesperson is selling.
Introduction
The salesperson’s introduction on this cold call example was not bad because it was close to a value proposition. This is how he opened the call:
What we do is identify prospects for your company, and we get you that real-time, verified contact information.
This is better than the pure product introduction cold call opener that most salespeople use. If this salesperson used that, he might have said:
The reason for the call is that we have an extensive database of contacts with phone numbers and email addresses.
The difference with his cold call opener is that he talked more about the end result of verfied contact information than the product itself, which is basically a database of contacts. Talking more about the end result is closer to what the prospect cares most about, which is “What is in it for me?”
Close
After the cold call opener, the salesperson went for a quick close by saying:
And I am just trying to peak your interest in a walk-through for later this week or possibly next week. And let our platform experts show you how it works. Then get you a pilot license to use. And I am just wondering if you have some availability.
This is a quick close because it goes for the close right after opening the cold call, without asking any questions. In some situations, a quick close is a good direction for your cold call script, but for most B2B products and services, a better approach is to ask at least a couple of questions to learn more about the prospect. This can not only help to find a justification for the close, but it can also help to pre-qualify the prospect so that you don’t waste time on an unqualified lead.
“I am Not Interested.” Objection Responses
In this cold call example, the salesperson hangs in there and uses three different objection responses.
Response #1
The first response was with a question, and then he shared some value points for how his product helps.
What type of process are you using to generate new business?
What we would be able to do is help you in finding that contact information for your prospects and get you to those key decision makers more efficiently
Response #2
His second response redirected back to trying to close for the appointment, then shared more value points, and then asked another question.
I would still love to get you in and show you how it works with your team and with the process you are doing right now.
We shorten the sales cycle so you aren’t reaching out to those people that are not decision makers.
Do you do outbound with your marketing team where you find prospects and then email them?
Response #3
In his third attempt, the salesperson tries to overcome the objection.
We do more than outreach, though, and I would love to show you how it works, other than outreach.
Recommended Response for “I am Not Interested.”
The salesperson was really close to having a response that could work for getting around “I am not interested.” While there is no need today, there might be a need down the road, and he can use that as a reason to meet today with a response like:
I understand. Let’s just start with a short call where I can show you the data that we have to offer you. That way, when you reach a point down the road where you are having people on your team reach out to prospects, you can know who we are and keep us in mind.
We hope this cold call example for how to respond to we are not interested helps you with getting around this sales objection!
