"I'm not interested.
You've heard this phrase a thousand times before, and certainly still today. Don't be ashamed!
"We are satisfied with our current solution".
You probably know what we are talking about.
In such a situation, most of us will try, as best we can, to save the furniture and in a fit of desperation :
"Why aren't you interested?"
Remember: there is no need to insist.
With a few exceptions, no matter how long or how many steps you take in your sales cycle, be demanding of yourself: by the time you hear this objection, it's too late.
You don't like to justify yourself, and neither do they! In addition to the risk of getting into an awkward debate, there is a good chance that the person you are talking to will not tell you the truth in order to get rid of the issue.
In short, you need to handle this kind of situation with a bit more subtlety, by cultivating that famous "emotional intelligence" that everyone talks about in sales now. (By the way, we recommend the book Emotional Intelligence by Daniel Goleman for those who have faith, and this article for those who are lazy)
If you think you know everything about the subject, forget it. But if you think you have more to learn, read on!
(Yes, the art of teasing at Modjo is a bit of a religion)
Yes, we know, it sounds like a phrase straight out of a self-help book or the Toltec Agreements.
When you hear that famous, stinging phrase "we are not interested", you feel somehow attacked, even rejected.
But remember that you are not the product or service you are selling. The prospect has 1001 valid and less valid reasons for not wanting to buy now.
I hope my team won't read this article but sometimes it's just a matter of timing or budget and therefore has nothing to do with your sales technique or what you offer .
Play the empathy card finely:
"I understand very well"
"I was delighted to be able to meet you and present what we were doing"
Even if you do, you need to give the impression that it doesn't affect you. It's a theatrical role, so make her feel that you're not insisting.
Having reviewed hundreds of calls, many of us let our emotions show.
Many of us do not know how to respond to this kind of objection.
It's so telling, it's so revealing that you could stop reading the article here.
You are not asked to develop the skill of a lie detector, but sometimes what is called "intuition" is enough.
You know what we are talking about. I hope so.
In many cases, the person we are talking to is lying or, more politely, not telling you the whole truth.
Or because he doesn't dare. Indeed, he was beginning to like you, he knows that you are going to be disappointed so he will tell you :
"No, but rest assured, as soon as we are interested I will come back to you"
Or because they know that by giving you the precise reasons for their "non-interest" in your solution, you risk embarking on a baroud d'honneur argument.
"Oh no, but wait, I haven't shown you our latest feature..."
If your intuition tells you that your prospect is not telling you the whole truth, you can try :
Before saying goodbye, in my experience, at this stage of our discussion, my interlocutors who are not interested are interested for 2 reasons.
Either you are really not interested and no problem, I was happy to discuss with you or you are interested but there is still an element of uncertainty for you to make your decision.
It's a bit long in writing but this question is very powerful. Write it down somewhere for future calls.
"Before I say goodbye" or"Before I hang up the phone," it's all in the beginning of the sentence.
Basically, you tell him informally:
"Don't worry, you can be transparent, I'm not going to try to convince you to buy our product right away.
"But between us, is there anything I don't know?"
With these types of questions, your prospect will give you a whole new level of information:
"Yes, it's true that we like your tool a lot but at that price, it's sure that we need more time..."
"Yes, it's true that we like your tool a lot but I expected you to have this feature".
So this was what is known as a hidden objection.
In fact, it is not a question of "interest" but of price.
Remember what we said earlier: it's too late.
Even if you have these features, even if you can make an effort on the price. Don't rush into it.
"Ah, but wait, if you miss this feature, I'll show it to you right away.
"Ok, very clear, so if I understand correctly, if we had this feature you would have made the decision to buy?"
"yes that's right, we would have signed up to your offer..."
If you have this feature in stock, I'll let you imagine what happens next.
If not, you should have found a way to detect it in the discovery phase.
In any case, listen to all the details that your prospect will give you.
If you don't already use a tool like Modjo, take the time to record this information manually in your CRM.
You can use this in 2 or 3 months, when you contact your prospect with the right cards in hand:
"We've made some changes. Now we can actually provide all those services you mentioned.
This is an excellent starting point!
Finally, the famous "I'm not interested" that we've all heard hundreds of times is more of a driver than a blocker.
Once again, knowing how to handle this kind of situation requires training, which is typically what differentiates the top from the middle.
This is typically a good case for a job interview.
Let's stop once and for all with the "why aren't you interested?
With these tips, we have every confidence in you.
What about you?
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