"I'm not interested.
Point.
This phrase, you have heard it a thousand times before, and certainly still today. Don't be ashamed of it!
👉 "We are satisfied with our current solution"
You probably know what we are talking about.
In this kind of 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: it is not worth insisting.
With 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 that 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 little more subtlety, 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)
Don't take anything personally
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.
Butremember, you are not the product or service you are selling. The prospect has 1001 valid and not so valid reasons for not wanting to buy now.
I hope my team doesn't read this article, but sometimes it's just a matter of timing or budget so it has nothing to do with your sales technique or what you offer him .
Play the empathy card finely:
👉 "I understand very well."
👉 "No problem."
👉 "I was thrilled to be able to meet you and introduce you to what we were doing"
Even if it does, you need to give the feeling that it doesn't impact you. It's a theatrical role, so make her feel like 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 might want to stop reading the article here
Detectthe true from the false, the hidden objection.
You are not asked to develop the skill "lie detector", but occasionally, what is called "intuition" is enough.
You know what we're talking about. Well, I hope so.
In many cases, the person we are talking to is lying or, more politely, not telling you the whole truth.
Either because he doesn't dare. Indeed, he was starting to like you, he knows you're going to be disappointed so he'll tell you:
👉 "No but be sure, as soon as we are interested I will come back to you"
Or because they know that giving you the specific reasons for their "non-interest" in your solution may embark on an argument baroud d'honneur.
👉 "Ah no but wait, I haven't shown you our latest feature..."
Heavy.
If your intuition tells you that your prospect is not telling you the whole truth, you can try :
BeforeI say goodbye, from experience, at this point in 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 have a chat with you or you are interested but there is still an element of uncertainty for you to make your decision."
It's a little long in the writing, but this question is very powerful. Write it down somewhere for your future calls.
👉 "Before I say goodbye" or"Before I hang up the phone," It's all in the beginning of the sentence.
Basically, you informally tell him:
👉 "Don't worry, you can be transparent, I won't 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 really like your tool, but at that price, it's sure that we need more time..."
👉 "Yes, it's true that we really like your tool, but I was expecting 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're missing this feature, I'll show it to you right now"
Heavy...
👉 "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 subscribed 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're not already using a tool like Modjo, take the time to write this info down 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 had mentioned"
This is an excellent starting point!
Conclusion:
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 precisely 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?
Good luck.
Would you like to receive further advice on selling? You can find it here.
We take the time to read all your feedback! Tell us what you thought by replying to this email => paul.berloty@modjo.ai
