In this video, we discuss responding to I am not interested in sales. This is one of the most common objections, so the more prepared you are for this objection, the more successful you will be.
You do not need to make them interested
The first thing to talk about is that, when responding to I am not interested in sales, you do not need to say something that changes the prospect from not interested to interested. We will explain why next, but first let this thought sink in because hopefully, it should make you feel better because it is not easy to change a prospect from not interested to interested.
The goal is to talk more
When you are talking to a prospect, you always have two goals:
- Ultimate goal: get the prospect to purchase
- Immediate goal: get the prospect to agree to the next step in the sales process
Your natural instinct is usually more aligned with the ultimate goal of trying to sell the product and get a new customer. But if you are talking to a prospect on a cold call, the next in the sales process is just to talk more in either an appointment or a meeting. If your goal is talking more, the fact that the prospect is not interested is not a valid reason to not keep talking. Or said another way, we do not need to change not interested to interested in order to keep talking.
Deflecting by asking a question
Since we don’t need to overcome when responding to I am not interested in sales, we can deflect the objection to simply keep the conversation going by asking one of your pain questions with something like this:
- How do you feel about the amount of leads your reps are generating?
- How much pressure is there to get reps performing better?
- How important is it to find ways to decrease having to let reps go due to poor sales performance?
Another option is to ask one of your current state questions with something like this:
- Are you all using any type of sales script or sales playbook?
- Do you use any type of sales methodology?
- Do you provide sales training to your sales staff?
- Do you have a new hire onboarding training program?
- How many sales reps do you have?
- How long does it take to get reps ramped up and performing?
- Are you doing any type of cold outreach?
- What is your sales staff turnover rate?
- When was the last time you looked at improving your sales training?
Deflect to your pain points
Another option for responding to I am not interested in sales is to deflect to your pain points. Here is what that might look like:
I understand. Some businesses we work with have challenges with:
- Difficult to get reps to generate new business
- Too many underperforming reps
- Sales staff turnover is costly to the organization
Are you concerned about any of those areas?
We hope this gives you some new ideas for responding to I am not interested in sales!