Today, you’ll learn six strategies for dealing with the “I’m not interested” denial. Did you notice how I referred to that as a “blow off” rather than an objection? The first thing to understand about blow-off remarks like “Just send me information,” “We don’t have the budget,” “I’m not interested,” and so on is that they are not objections. Instead, they’re just defiant comments meant to dismiss you.
You make a lot of “blow off” statements. Consider how you would respond if a salesperson at a department store said, “Can I help you find something?” Your standard reaction is usually something along the lines of, “Oh, I’m just looking.” That isn’t an objection (since the salesperson hasn’t pitched you anything yet), but rather a defiant statement intended to dismiss you.
The key to dealing with resistance statements is to identify and then move past them, rather than trying to overcome them. That’s exactly what the “I’m not interested” rebuttals mentioned below will teach you.
Adapt these scripts to fit your product or service, as well as your personal style. After that, practice, drill, and rehearse these until they become second nature. Here are six strategies to deal with the “I’m not interested” denial:
“I’m not interested”
(Keep in mind that your purpose here isn’t to overcome an issue; rather, it’s to acknowledge the initial skepticism and qualify for curiosity.)
First response:
“That’s OK, _, and a lot of individuals I talk to say the same thing. And as they learn more about it and realize what it can do for them, they’re delighted they took the time to pay attention.
One item that would be a good fit for you is…” (Continue your pitch briefly, then add a qualifying question such as, “Do you see how that would work for you?”)
Second response:
“I didn’t think you’d be interested __; you don’t know enough about it yet.” But, like me and everyone else, I know you’re interested in (insert a benefit here – cost savings, more productivity, increased return, etc.), which is why I’m calling.
Let me ask you a quick question: if I could show you how to (insert your unique benefit here) while also saving you (time, money, etc. ), wouldn’t you be glad you spent the time to learn how?”
Third response:
“I’m aware of _; in fact, if you were interested, you would have contacted me! (Say it with a grin on your face.) But really, I know you receive a lot of calls, and every now and then it’s important to pay attention to the proper call, and this is it.” (Continue with your value offer and follow up with a question like, “Do you believe that might assist you as well?”)
Response number four:
“__, I’m sure you receive quite a few of these calls, don’t you? I get them, too, and believe me when I say that I despise them even more than you do. But every now and then, I pay attention because there may be knowledge that will assist me. And this is a call like that for you. Please allow me to ask you a simple question…”
(Ask how your product or service can help them improve, save money, or make more money.)
5 Response:
“Believe me, I’m right there with you. But the good news is that spending just 30 seconds with me right now could help you (reach your quotas, save thousands of dollars, or whatever your product or service will do for them). In fact, let me tell you about how we’ve helped hundreds of businesses just like yours…”
6 Response:
“That’s no issue, __,” says Response #6. I have a drawer full of clients who said the same thing to me when I initially called. In fact, if you wish, I can put you in touch with several of them. But the idea is this: if you’re like most people I talk to, you’re having issues (name the problems your product or service addresses), and in a few minutes, I can show you how my other clients are solving those problems right now.
Let me ask you this: If I could show you how to (insert advantage here), would it be worth your time to learn how?”
Remember that your company’s and industry’s top salespeople have tried-and-true replies to the arguments, resistance, and blow-offs they see on a regular basis. And that’s how YOU’RE going to join the select group, too.
