An End to: “I’m Not Interested”

Whenever I conduct a live workshop or online training, invariably someone asks the question: “What should I say when the prospect says, ‘I’m not interested?’”

My response invariably is: “It’s probably too late.”

Certainly you can try to recover from that “I’m not interested” response. You can gently ask why (say this as though you are confused and really, really want the answer). If you ask why, prospects will often begin talking and explain what they mean.

Some people treat, “I’m not interested” as an objection. This has always confused me. If everyone with whom you speak says, “I’m not interested,” it can only mean one of two things:
  1. You’re not speaking with the right person, or
  2. You’re not saying anything interesting.
The time to address the “I’m not interested” issue is before your prospect actually says “I’m not interested.” From the moment your prospect says, “Hello,” your goal is to gain the prospect’s attention so that prospect is hungry to hear more. If you can’t get your prospect’s attention, they will not want to speak with you. They will say, “I’m not interested,” and worse case, they may hang up on you.

In order to get your prospect’s attention, ask yourself these questions:
  1. Whom are you calling? Who has a need/challenge that your offering can solve? Prospects looking for solutions do not say, “I’m not interested.” Prospectors get into a lot of trouble here by not really thinking this through. (Hint: The answer is not, “everyone.”)
  2. Why should the above type of prospect be interested? You’re looking for hot buttons, those issues that are so important to your prospect that when these issues come up, prospects stop in their tracks to listen. When you are trying to get a prospect’s attention, you have to have some sense of what’s important to them. This circles back around to #1: Who has a need/challenge that your offering can solve?
When you thoroughly answer these two questions prospects stop saying, “I’m not interested.”

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