Let’s say you call on someone to introduce your product or service and he immediately says, “Look, I’m really not interested.” That’s not an uncommon response that salespeople hear, is it?
But here’s another question: Has anyone ever purchased from you who initially wasn’t interested?
Well, if you’ve been in the sales profession long enough and have enjoyed a certain amount of success, then your answer will be yes. “Why?” you ask.
Because that’s what selling is. You see, selling is persuading someone who at first wasn’t interested in your product or service to eventually say yes to your offer. Otherwise, if they were interested, they would’ve contacted you.
So, when a prospect says, “I’m not interested,” here’s how you can respond:
“Well, Mr. Harris, a lot of people said the same thing you did when I first called – before they saw how what we do would benefit them. You know, we should get together. How about next Monday at 10 am?”
Isn’t that what really happened? Well, if so, then say that. And at the same time, you can tell the prospect the names of the relevant companies that you’ve worked with.
For instance, let your contact know that the ABC Company and the 123 Company both had the same reaction he did before they had a chance to see how what you do would help them. Because that’s what really happened.
