There has been a lot of talk recently about “Objections”. What are they, how to prevent them, how to treat them. That’s great, but you may be wondering: What do I really say or do to get over or around them?
For those of you who have been reading my blog for years, my goal is to provide you and your team with proven, word-for-word scripts and conversation leads so you can successfully deal with the common objections and resistance statements you receive. every day.
Today’s blog will give you the best practice approach to one of the most common objections you get when prospecting or cold calling: “I’m/we’re not interested.” Today’s answer will also work for variations of this objection like:
“We are ready”, or
“We already have a provider for that”, or
“We don’t need anything right now” etc.
Before I give you the written answer, let me remind you of a few things:
Whenever you receive one of these initial statements of resistance, remember that they are not objections. You haven’t pitched anything yet, so there’s nothing a prospect could object to.
Instead, these are just punches to avoid being thrown. It’s the same as when you walk into a department store and tell the sales rep that you’re “just looking.” The reason prospects use this line with sales reps is because it works! Most sales reps stumble across it and usually leave bummed out.
That will change with you today.
Also, remember this: when you get this (or any other) initial statement of resistance, your goal is not to ask why they’re not interested (that would only fuel their rejection), but rather to acknowledge that you heard it, then disarm them with a non-threatening, non-commercial statement, and re-qualify your prospect.
This is how you do it:
Prospect: “We wouldn’t be interested…”
You: “That’s perfectly fine, I’m not calling to sell you anything today. Instead, I just wanted to give you a resource so the next time you need it, you know who to call to check out your options.
“Let me ask you…” (Choose a good open-ended question to engage your prospect here.)
It’s that easy.
Now: Will this answer work every time? Of course not, no answer will. But you will do something more important: you will discover real potential buyers because these prospects will respond and interact with you, and now you can have a meaningful (sometimes brief) conversation with them. Your goal is to write good quick questions and then lay out the appropriate next steps.
As with any technique or script, you’ll need to use this for at least two weeks straight before it becomes a habit. But once you do, you can kiss this statement goodbye.
And soon, if you use all the scripts I suggest, you will have fixed the objection problem once and for all…