How to Handle “Not Interested” Objections
I was prospecting for new business leads with my usual loosely organized script last week. It’s a tried and true recipe for getting into conversations and blowing away my number, but lately I had reached… somewhat of a plateau. Oh, I was still getting more than the required amount of leads, but not gaining ground the way I like. Then I had an epiphany: What if every time I talked to a prospect and they told my they are not interested,
I asked “So what WOULD interest you?”
It’s amazing how people responded! I know what you’re thinking: this is a bold and somewhat risky question.
What if they take offense and tell me to take a hike?
What if it reflects poorly on my company?
On the other hand,
What if they give me exactly what I need to help them succeed? or..
What if they give me important ideas to shape my strategy for calling my next prospect?
Either way, at this point, what have I to lose?
This is a simple idea, and you’re probably thinking: why write a blog post about this? Here’s why: This is not just about how to handle not interested objections. This is about a potentially powerful mindset and approach to business that could make all the difference.
What if you were to apply this concept as a philosophy to your whole business strategy?
Instead of simply accepting rejection of your ideas or your proposals and going on to the next one, what if you stopped a minute and asked your audience: “so what WOULD interest you?”
Even if you never ask the question in those exact words, or if you never were to ask it out loud, what if, every time you failed to connect with someone, failed to get the desired result, or failed to get a sale, you were to ask yourself: “so, what WOULD interest them?” and how should that impact my strategy going forward? What if you made asking this question part of your own continuous improvement system?
What if all the customer facing people in your organization were to develop this kind of content feedback mentality? I suspect you would have:
A much better idea of what your customers desire
A much better idea of what you can do to help them succeed
Customers would begin to see your company as:
An inquisitive, motivated partner who has abandoned business as usual
A company that is breaking from the pack and listening closely to their needs
A leader in industry who is demonstrating an eagerness to help them reach their goals.
If you were them, would that interest YOU?…
Instead of thinking about how to handle not interested objections, what if you were to develop a strategy to prevent them next time by being inquisitive; by losing the cog behavior and using what your customers give you to build more value into the rest of your customer engagements?
Here’s some other interesting posts on how to handle not interested objections:
How to handle the I am not interested objection – Alen Mayer