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The Absolute BEST Rebuttal to "I'm Not Interested"... "Nah, I'm not interested..." Soooo maybe you've heard this a time or 2! ;) I was reading an ebook from Mike Brook "Mr. Inside Sales" and found this rebuttal...thought I'd share it. Customer: No, I'm not interested... You: I know that (Name), heck if you were interested YOU would've called ME! (Give a slight chuckle) But seriously, I'm sure you get a ton of calls and it seems like everyone wants something from you, I know how you feel but every now and then there's that conversation you have with someone and it's of VALUE and things make SENSE! While I can appreciate you not be interested I'm sure you're interested in (Give benefit...ie, having more customers, making more profit etc...) and that's what I would like to talk to you about. Let me ask you a question (Go into your presentation...) It's a little wordy but nothing you can get down pat in a few days. I'll have it next to my normal script and just read til I'm comfortable with it. This is one that you can use on half your prospects because almost all will say they're NI. Hint: Practice practice practice this rebuttal... You wanna use voice inflection at the BOLDED words... Hope some of you like this... :-) |
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Success, Chris Negro |
re: The Absolute BEST Rebuttal to "I'm Not Interested"... Thanks Chris, appreciate the kind words... "Tryinhere, if you "buckled" every time a prospect told you they weren't interested it's pretty obvious you're not a sales professional. This was info for REAL sales pro. Not trying to dog you, just stating facts. :rolleyes: |
re: The Absolute BEST Rebuttal to "I'm Not Interested"... This is a great rebuttal. I am guilty of "buckling" to early, but that is all going to change next week. I need to work this into my arsenal |
re: The Absolute BEST Rebuttal to "I'm Not Interested"... Nice. "Let me ask you a question...". Directing them back to the conversation. Or Bob have you've heard of facebook marketing right...? "The reason I asked is because..." lead them back in... A: Ask a question B: "The reason I asked is because..." Lead them back in. |
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re: The Absolute BEST Rebuttal to "I'm Not Interested"... John I REALLY like "the reason I ask"... When I read that in your e-book I was allll over that one! :-) |
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re: The Absolute BEST Rebuttal to "I'm Not Interested"... Wouldn't work on me, but then again, I'm not your average prospect. I'm DR NO. No to everything, and what part of NO didn't you get the first time? |
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re: The Absolute BEST Rebuttal to "I'm Not Interested"... I tell them its off to (competitor's name) that instantly makes them stop me. |
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re: The Absolute BEST Rebuttal to "I'm Not Interested"... Great point Paulie, it's never about how much you charge its about the VALUE you are giving. There are plenty of companies that would gladly pay that amount and more because of the ROI or maybe the increased efficiency at which their biz can run. |
re: The Absolute BEST Rebuttal to "I'm Not Interested"... I like my condensed version to Not interested and I will explain what I feel it does for me. I'm not interested. Wait, I don't understand something here. How can you make the decision of not being interested when you haven't enough information to make an informed and intelligent decision about what I can do for your business? Then shut the hell up and wait for the response. Response: Still not interested. OK great good luck to you. If they do not realize that my statement is indeed true I don't want them for a client no matter what. They may tend to make snap judgments not based on all the available information, can't deal with that for a client. Response: Ok, go ahead I'm listening, or good point or pretty much any response other then still not interested. This is good and shows me that they might have realized they are not dealing with just a "sales person" trying to talk them into something. This is, from my experience how to best handle for "ME" the I'm not interested. Every word that comes out of my mouth is doing 1 of 2 things, qualifying or disqualifying. While the OP has posted a good canned response to me it comes across as trying to twist their arm or talk them into listening and if you do that you really "don't" have their attention. All you have is a one way conversation with yourself. |
re: The Absolute BEST Rebuttal to "I'm Not Interested"... I might try: " Sure but just to let you know, we will only be accepting 4 businesses to join lead our generation programme from this postcode, once we get that, we begin building the sites. OK so you definitely don't want to join? No. Ok thank you for time. Goodbye Maybe? Ok call me back on 555-5555 if you need some more information. Yes. Can I drop by next week sometime? |
re: The Absolute BEST Rebuttal to "I'm Not Interested"... Good info: When you go with them in the not interested room and bring them back into the sales room it basically keeps them in that comfort zone but now they are back in your arena with the question that they must ask |
re: The Absolute BEST Rebuttal to "I'm Not Interested"... On the charges and how much is too much....I recently tried completion of the task and then asking the client to pay me how much they would have charged me ( if they had done the work for me ) to do the same thing. I have done this 7 times and each time they paid me more than I would have charged.....that tells me I under value my work. $ 3-k ( and more ) might not be out of line given the right client & market. Just food for thought, Enterpryzman |
re: The Absolute BEST Rebuttal to "I'm Not Interested"... "Not interested" never, ever means that someone isn't genuinely interested. It means things like: "I'm too busy" "You're not articulating the value of what you're offering" "I'm a terrible decisionmaker" All manner of things besides the actual words "I'm not interested". |
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That jump at facts wound me right up and the following statement hurt, for some body who does not even know somebody to call that i am not sure how it is done?, but guess what i think your right, in all of my years i never thought of myself as better than anyone else or as anything special and the day i do start to think i am better than the next person, it will be the day i retire from sales / working, and may i never forget that. I wish you well with your future endeavors. |
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If someone says, "Do you want to buy a motorcycle?" and I say "No, I'm not interested," then I mean EXACTLY that I am not interested. Nothing you can say can get me to be interested. Period. And all the sales maneuvers in your bag will not change that. Marcia Yudkin |
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Not true. Would you be interested in buying a brand new, fully dressed Harley Davidson for $5? You don't have to keep it, you can re-sell it for whatever you wish. Chances are, you're interested... even if you hate motorcycles. If someone says they're not interested to that, then I would say the statement falls under my previous choice.... "I'm a terrible decisionmaker" |
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That's how my mind works, and it's surprising how wrong I can get at this. I tend to look at a good offer and think "what's the catch?" and then someone has to convince me there aren't any, because I'm not the believing kind. The funny thing is, though, these things happen. People do give away huge sums of money for no good reason, just because it isn't a lot of money to them (just to you) and well, they have other reasons, they like your ambition or whatever. A case in point was the dot-com boom era. Lots of people made out like bandits. You'd think no one would throw money at the pie-in-the-sky ideas a lot of people were pushing at that time, wouldn't you? but a lot of them did. It was just the thing to do back then. After all, if your salary was something like $10 million a year, and your personal net worth was maybe $500 million, what's a few hundred thousand? that's pocket change to him, but it might be a sigificant amount to you. The take-away-point here is this : cold-calling (whether by phone or in person) works. If nothing else, it trains you to be less afraid of rejection. Some people make more money that they can spend in several lifetimes, and there are things they want and can't get, so if you find out what they really want, you could get them to pay for it. |
re: The Absolute BEST Rebuttal to "I'm Not Interested"... This thread is becoming epic LOLZ!!! We are conditioned to say, Not Interested, or No, not right now, Can you send me some information. If you don't think we are, look back at the last time you responded to a sale call without actually taking the time to hear what the person had to offer in its entirety. We've all done it and we will all do it again in the future, if you deny it. Don't lie and deny it! :P |
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Particularly in a B2B sale... I can say, without a shred of a doubt in every client situation, the services that I provide are ultimately FREE. Zero cost to the business owner. How? Glad you asked! (now you're interested... even if it's to see what the catch is all about) I won't sell you anything that doesn't carry a substantial Return On Investment. For every dollar you spend, I will guarantee a return in hard cash to your business some number greater than a dollar. Every client scenario is different, but it's my job to figure out what that ROI calculation is, and exactly where the points are in the future when they cross the threshold from cost to break even. It really is all about the money, and I am confident that I can translate what I am doing into hard dollar returns for any client. I don't really hear, "I'm not interested" much. |
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What you're proposing is apple and oranges in your response back. If someone walks into a bike store, then they have interest and possible intent to buy. If you're cold-calling for bike sales, right, your scenario would work, but that's not a reality. The reality is businesses ALWAYS NEED more sales - marketing isn't a luxury item, like a bike is, it's necessity for a biz owner. And we provide a service to increase revenue and net profits - so them saying "I'm Not Interested" isn't a real statement... it's a "F-U, I'm the boss and I've heard it before" statement. You just need to get them to hear you. I tell my sales reps that every single business is a potential client (relative to our target demographics) and them saying "I'm Not Interested" is just a way for them to get you off the phone - never acceptable... Unless... of course... they just don't want more business bcuz they just have too much money, don't know how to run there company or have a sudden urge to give all net profits to charity. :) |
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Like you said ALL businesses need more sales, more efficiency or whatever your service provides. It's our job to show discover their needs and fill them. If you're someone who bows after the first NO, you're probably the same person who puts it all on "the leads aren't good" or it's not an ideal time of year of whatever BS story you can sell to your boss and more importantly sell to yourself! Again, just my 2 pennies... ;-) |
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If you walk in or call up as a perfect stranger, you truly do not know the situation of that business. There could be a million legitimate reasons why they do not want more sales at that time. If you can't imagine any of them, then I would not want to take your sales calls. Frankly, you sound like someone who is absolutely determined not to listen but rather to impose your views on others. This is the same kind of offensive attitude as someone who would purport to tell me that I would of course be interested in buying a motorcycle because I could resell it. No, I am not interested in buying a motorcycle. Period. I am not interested in reselling anything, either. Period. Yes, it's possible to impose yourself on others, and some people are very, very skilled at that. But don't claim you know their minds better than they do. Marcia Yudkin |
re: The Absolute BEST Rebuttal to "I'm Not Interested"... Very interesting thank you for sharing! |
re: The Absolute BEST Rebuttal to "I'm Not Interested"... In agreement with Michael, I tend to think of people who wont respond to an intelligent rebuttal, when I have a 5.00 harley to offer them as "simple minded". In other words they are stuck on an answer, and they arent even "open" to reason. Intelligent people are open to reason. So I just let em go. You cant argue with a simple minded person... In biblical terms one might say " the carnel mind cannot know the things of God..." The simple mind cannot reason intelligently. lol. |
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I agree. For me, when a person picks up the phone and says not interested, I automatically assume that I can be offering to make them a million dollars and they wouldn't care to listen because they get swamped with unprofessional telemarketers and most will usually just hang up when the prospects say, NO. Maybe some of you will not agree with me here, but your rebuttal is not really important. What I mean is, that it is not really what you say at this point that matters, it is the fact that you still push on. Just as it is a natural reflex or reaction from most DM's to just say "NO", it should be a natural reaction for any good TM's to just let it roll off and push forward a little further. Most of the time, when I get that initial "NOT INTERESTED" I just answer back with a simple, "Yes, I understand Mr. Customer, Most people I talk to usually say that at first... BUT (and then continue with my presentation) Again, I don't feel like there is a perfect response here because the ones that are going to listen will and the ones that will not listen, do not. As the saying goes.... "Some will...Some won't... So what.. NEXT!" It's a numbers game, baby! |
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... but the RULE is that 90% of companies are out there to make money, and in doing so, need more business/leads/sales/conversions to better profits. I don't just say this because this is how I think it is in the REAL world, it's because I listen. I come from SEO "boiler rooms" that just dial all day long for there $199 "listings" that gets the client nothing. I've started my service as an alternative; as a company that listens to the needs of the client. Our sales team actually spends quality time on the phone and what we've found out, after listening to them, is that 8-9 times out of 10, they need something - more leads, more traffic, better conversions, direct mail set-up, sales funnel process, etc... to grow there business. They don't want a $199 package that does SQUAT for them, they want to be heard. They know there business and want to grow it - they just want there input too. So we get this reflex of "No, Not Interested" bcuz they think it's, once again, a boiler room calling on there $199 product - when we TALK to them, and more importantly, LISTEN (most of the time they do a majority of the talking in our sales calls) they always have a need for one of our services. |
re: The Absolute BEST Rebuttal to "I'm Not Interested"... High probability selling is about continuing to ask until you determine whether their is interest or not, and letting go if there is not. Almost always at least a soft rebuttal however is needed to determine that, if after one or two soft ones you determine they really arent interested then let em go, but give them an opportunity or two to hear you first. Some are just flat "Im not interested thank you" and you know not to waste your breath, but most can be rebutted. Example "Do you folks have a website" "Yeah we already have one I think we're fine" "Really great. Hows that working for you , you getting some business"? "Okay, well the reason I asked is because we are also offering...." Thats a soft rebuttal. If they still arent interested let em go... but "trying" softly... can double your conversions as opposed to just "Hello, Goodbye". Im never for pushing, but Im all for giving the customer a chance to know if they are really interested or not... In either event, 90% of your calls arent gonna last 30 seconds... thats how it goes, thats how hundreds of thousands of sales are made everyday and have been for years by the top companies in the world.:) |
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Marcia, not to be rude, but, I have had plenty of my TM's come to me with excuses that sound just like this. To me, it's just an excuse for why they can't sell whatever it is I am asking them to sell to that customer. There is a sale made on EVERY call. Either you are selling them, or they are selling you. I never want to be the one getting sold. If they don't buy, I am not going to sit there on the phone trying to empathize with them. I am going to find someone who will. I am not trying to say that you should sell everyone because, you can't. Don't get caught trying to side up or with, or feel that someone is justified to not buy from you. That turns into, "oh, it's ok nobody is buying right now cuz..." fill in the blank. Please don't take this comment the wrong way, I am not trying to pick on you. I am sure you know very well what you are doing or else you wouldn't be here. Just my two cents on the comment. HAPPY NEW YEAR!! |
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There is equal opportunity for everyone to succeed. Will you or wont you? I cant count the times someone told me the leads sucked, when there were ten guys in the room blowin up the sales all day using the same lead list. |
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Wow. Well then just take the objections at face value and leave the sales on the table for the rest of us who aren't afraid to press a little. We're happy to make the money. In fact, every single sale that I get (average of $50,000 consulting engagement with well over a million in lifetime value per client), starts with an objection. The motorcycle example simply illustrates the mindset necessary to overcome objections. And if you're someone not interested in turning a $5 investment into $20,000 with a little effort, then again, I submit the idea of the phrase "I'm not interested" as being a cover for "I'm a terrible decisionmaker" -- at least from a business perspective. Similar to the very, extremely few business owners that would say, "I'm not interested in sales and profits". We're in the business of selling sales and growth opportunity through the application of our marketing services. That's what marketing consultants do. There are extremely few businesses that expect to remain in business that do not want additional sales revenue. What KIND of sales revenue might be up for grabs, but unless an entity is winding down, going through some sort of serious issue, et al outside of normal operations, businesses are in business to make sales and derive a profit. That's the usual concept of a business... except I am running into more and more people who think selling is bad, profit is evil, and business is something other an an entity designed to create both of those. To those folks I say, good luck with that and I sincerely hope to run into you out in the market. This whole "unmarketing" selling without selling garbage that seems to proliferate these days isn't reality. It might appeal to people who are afraid of selling and don't like it. There's lots of those who are willing to spend money to buy books and buy into entire schools of theory around "selling is bad". But one hard nosed sales professional will run circles around 500 "position sellers" like a Texas Twister. And they'll do it with such poise and positioning that leaves the client begging for more, that you'd think they weren't even selling at all. That's the funniest part. There's no such thing as making yourself so attractive that people desperately want you, and will beat down your door to pay whatever price you demand. Not in this economy especially. Deals must be SOLD. Period. Even in this era of supposed internet transparency and socialnomics where people are talking about everything and selling is dastardly. Yes, selling on the web is dastardly and the medium isn't suited to press closes. But any real business of any substantial measure will have to reach out and sell in this market. The ones doing it are the ones surviving. There's only one Apple in a market - but everyone else has to eat as well. |
re: The Absolute BEST Rebuttal to "I'm Not Interested"... This thread just keeps getting better and BETTER! I need more popcorn and soda pop! Marcia is an "attraction marketer" so its only natural that she'd disagree with those who are more extroverted markets that go out and get the business instead of trying to attract it. |
re: The Absolute BEST Rebuttal to "I'm Not Interested"... Well attraction marketing doesn't work in a crowded marketplace full of people trying to "attract" the business. The concept might have been relevant in a hot economy where people spent money hand over fist. But in a hot economy, the most anti-selling, non-marketing person can still figure out how to make money. A flat economy separates the real players from the talkers. |
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In my opinion, the main reason someone is not interested is the caller gave off that sales vibe that tells the prospect he doesn't see you as a human being, but another "yes or a no" in his numbers game model where he pushes for a sale before connecting with the human. I've had people read me a 2 or 3 minute script before-so intent on getting me to hear the entire thing that they left no possible room for a response before they get to the part where they are supposed to ask for the sale. This is a huge turn-off. I'm not usually rude, but I actually tried repeatedly to interrupt on woman who called-increasing the volume until I was shouting, and she still didn't hear. I finally hung up on her-I rarely do that, but when someone cold calls me, I don't accept them monopolizing my time for several minutes while refusing to leave room for a response. Then there are the ones who argue with you after you tell them you aren't interested. If they wanted to explore why, I'd be willing, but when they interrupt with more reasons I should buy, without exploring my needs or my objections, then they aren't worth my time. I would have to say that overall, I am truly not interested in probably 95% of all offers that come my way through any medium. If someone calls me and assumes otherwise, especially when they argue that I need what they have before finding out my situation, they just added to the negative impression in my mind of sales people in general-too bad. |
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@ John, you are certainly right...90% of your calls last less than 30 seconds and when it all comes down to it, it's truly a Contact Sport. I'm gonna ALWAYS get at least 2-3 No's out of a prospect but when it seems like they're pretty adament about it, I gotta run run run and get to the next prospect! Got no time to waste. |
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re: The Absolute BEST Rebuttal to "I'm Not Interested"... Are you saying that people who dont want to listen to your reasons are simple? they just don't want it (or need it). Nothing wrong with that. Quote:
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In either event, people who arent interested dont bother me... get over it , move on. |
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Aaaah, none of this is directed at Marcia on a personal basis whatsoever. I am quite certain that she's a very nice person and has conviction about what she does for her business. Whatever works for someone. Voasi was on the right track earlier with the apples and oranges. The examples Marcia (and now Greg guitar) are using to illustrate their points come from B2C selling -- last time I checked, this is a B2B industry and a B2B discussion forum. B2B is wholly ROI-driven. B2C is quite different, and does reside in emotion, hence the high pressure = sleaze factor. B2B is based on RETURN ON INVESTMENT. If I spend this much money for what you're offering, how does it save/generate me more money over what timeframe? And the other distinction is that I am not discussing telemarketing either. Those are examples from others. I don't get into rebuttals in the first conversations on the phone. The other distinction is where does the objection occur in the selling process and in what venue? If you're telemarketing and you get the objection in the first 10 seconds of the pitch... well that's a bit different than making a face-to-face presentation and getting the objection after lengthy discussions. After selling B2B for 25 years, I can say, unequivocally, when I encounter this phrase "I'm not interested", that it's a code word objection for something else... 100% of the time. Knowing that B2B selling equals saving or making the business money, it is my job to uncover the real reasons for objections because accepting those kinds of statements and turning tail doesn't help my future client. My role as a sales professional is to add value to my client, whether they realize it or not on the front end. My intention is to save and/or make my client more money. Hardly arrogant or sleazy. I honestly don't see how some people could ever attain any reasonable level of success in life as services consultants with the attitude of hating selling, and viewing it as bad. No wonder internet marketing appeals to so many people who dream of just doing business with their computer monitor. Oh well... to each his own said the man who kissed the cow. |
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ES bulbs are an investment, they are a lot more expensive, but they help lower your power bill and they cost less over the long term because they last a lot longer. See people get stuck in their ruts, and become afraid to change, even if it's for the better. If you can genuinely do a service for them and help them lower their costs (switch them to a better-performing and cheaper Internet plan, for instance) then you have done them a favor and rightly deserve some of the money that they are going to save. |
re: The Absolute BEST Rebuttal to "I'm Not Interested"... I think the point that we all agree with is having the right MINDSET. Being prepared when talking with a potential client. If we all truly believe in the product we sell we would not allow a simple statement as "NI" deter us from continuing with the conversation with clients to find out a REAL reason why they are objecting. I see nothing wrong with that. That is what a Sales Pro does. Happy New Year's friends! |
re: The Absolute BEST Rebuttal to "I'm Not Interested"... Here's a different take. There are 3 types of people that will buy from you, regardless of your product/service: 1) have a need 2) have a need - know that have a need 3) have a need - know that have a need - ready to buy Your goal is to spend the most time with people #3. You don't want to waste time with #1 or really even #2. So, don't waste time with people who aren't ready to buy .... sure you will go through LOTS more people, but your time will be spent with people who are ready to buy & will be more profitable in the long run. Joel |
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