The Absolute BEST Rebuttal to "I'm Not Interested"...

by Mr. ATX 66 replies
"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... :-)
#offline marketing #absolute #im not interested #rebuttal
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  • Profile picture of the author tryinhere
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    • Profile picture of the author chrisnegro
      Originally Posted by tryinhere View Post

      and what part of "I am not interested did you not understand ?"
      Dude...you seriously need to look at his QUALITY RESPONSE from a potential "non" client. Scripts like this go a long way from turning a dead client into someone that could turn into a client that can pay you a $3,000 monthly retainer.

      Success,

      Chris Negro
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      • Profile picture of the author Mr. ATX
        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:
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        • Profile picture of the author tryinhere
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          • Profile picture of the author Mr. ATX
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            • Profile picture of the author Zentech
              Yeah. As a telemarketer I know your type... its all good "Cya. Dont want to waste either of our time. Have a nice day". We both get on with our business.
              Yep, agreed.
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        • Profile picture of the author tryinhere
          Originally Posted by Mr. ATX View Post

          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:
          Mr ATX i have been in sales for over 30 plus years at all levels, many sales have been made after initial rejection, I threw a question at you leveled at your response to the i am not interested question. for that i was jumped on and you have also jumped to conclusions here calling it that i am not a sales pro based on facts?

          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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      • Profile picture of the author Kirrybows
        Originally Posted by chrisnegro View Post

        Dude...you seriously need to look at his QUALITY RESPONSE from a potential "non" client. Scripts like this go a long way from turning a dead client into someone that could turn into a client that can pay you a $3,000 monthly retainer.

        Success,

        Chris Negro
        With all due respect, what the hell would a business owner pay you 3 big ones a month for? Unless you were wiping his ass, running his website, and cooking for him, that seems like a pretty inflated number. Am I missing something here? Are you targeting only large conglomerates and managing their ecommerce websites with thousands of sales every day?
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        • Profile picture of the author FormerWageSlave
          Originally Posted by Kirrybows View Post

          With all due respect, what the hell would a business owner pay you 3 big ones a month for? Unless you were wiping his ass, running his website, and cooking for him, that seems like a pretty inflated number. Am I missing something here? Are you targeting only large conglomerates and managing their ecommerce websites with thousands of sales every day?
          Yes you are definitely missing something. When you're increasing a businesses bottom line 30% or more, how much do you think that is worth to that business owner?
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          grrr...

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        • Profile picture of the author paulie888
          Originally Posted by Kirrybows View Post

          With all due respect, what the hell would a business owner pay you 3 big ones a month for? Unless you were wiping his ass, running his website, and cooking for him, that seems like a pretty inflated number. Am I missing something here? Are you targeting only large conglomerates and managing their ecommerce websites with thousands of sales every day?
          You are obviously very new to offline consulting and don't know what you're talking about. ANY price can be justified as long as the service you provide results in a positive ROI for the business owner. It's not really about the dollar amount, it's about how much you can help the business owner profit.
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          • Profile picture of the author Mr. ATX
            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.
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        • Profile picture of the author wbinst2
          I was thinking the same thing.

          Originally Posted by Kirrybows View Post

          With all due respect, what the hell would a business owner pay you 3 big ones a month for? Unless you were wiping his ass, running his website, and cooking for him, that seems like a pretty inflated number. Am I missing something here? Are you targeting only large conglomerates and managing their ecommerce websites with thousands of sales every day?
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        • Originally Posted by Kirrybows View Post

          With all due respect, what the hell would a business owner pay you 3 big ones a month for? Unless you were wiping his ass, running his website, and cooking for him, that seems like a pretty inflated number. Am I missing something here? Are you targeting only large conglomerates and managing their ecommerce websites with thousands of sales every day?
          That's not an unrealistic number at all.

          A business doesn't have to be a HUGE corporation or "large conglomerate" to generate High Revenues. Dr's, Lawyers, Autodealers, Insurance, Medical Devices, etc.

          The $3k monthly could come from a number of things.... Website, Hosting, SEO, Lead Generation, reputation management, PPC and Offline Advertising Management, etc - OR just 1 service for that matter.

          A business owner will have ZERO problem paying you for a value added service.

          The value most appreciated by business owners is Sales Revenues & Leads.

          If your USP is price, then you will be stuck in tight margins until your business dies. So, that figure may be inflated for a mom and pop shop, but the majority of your prospecting should be the higher dollar contracts to make your efforts worth while.

          Me personally, I target and would prefer to work with only higher value clients and businesses.

          The website & social media management I do for a local downtown bar is really not worth my time and effort of $249 initial pmt, and $30 month. I would have to have around 300 clients a month to reach a goal of $10k a month..... But, of course during growth you take what you can get, especially if its handed to you on a paper plate (not a silver platter haha).

          I focus my prospecting and lead generation efforts to clients that are able&willing to afford $500+ month, with good marketing budgets already in place. I offer value driven solutions, not products & services.

          For all lower dollar clients&prospects, I hope to push to my website where "white/private label products" and self-service type offers will help add low cost value, and give me the freedom to use my time and resources building the book of business and not focusing resources&time servicing them. Building a book of business of 100-200 clients off of "white-label" or self service products is a much better use of my resources and is more realistic.
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          • Originally Posted by Marketinc Solutions View Post

            That's not an unrealistic number at all.

            A business doesn't have to be a HUGE corporation or "large conglomerate" to generate High Revenues. Dr's, Lawyers, Autodealers, Insurance, Medical Devices, etc.

            The $3k monthly could come from a number of things.... Website, Hosting, SEO, Lead Generation, reputation management, PPC and Offline Advertising Management, etc - OR just 1 service for that matter.

            A business owner will have ZERO problem paying you for a value added service.

            The value most appreciated by business owners is Sales Revenues & Leads.

            If your USP is price, then you will be stuck in tight margins until your business dies. So, that figure may be inflated for a mom and pop shop, but the majority of your prospecting should be the higher dollar contracts to make your efforts worth while.

            Me personally, I target and would prefer to work with only higher value clients and businesses.

            The website & social media management I do for a local downtown bar is really not worth my time and effort of $249 initial pmt, and $30 month. I would have to have around 300 clients a month to reach a goal of $10k a month..... But, of course during growth you take what you can get, especially if its handed to you on a paper plate (not a silver platter haha).

            I focus my prospecting and lead generation efforts to clients that are able&willing to afford $500+ month, with good marketing budgets already in place. I offer value driven solutions, not products & services.

            For all lower dollar clients&prospects, I hope to push to my website where "white/private label products" and self-service type offers will help add low cost value, and give me the freedom to use my time and resources building the book of business and not focusing resources&time servicing them. Building a book of business of 100-200 clients off of "white-label" or self service products is a much better use of my resources and is more realistic.

            Im confused about your last paragraph? How do you use these white label products?
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  • Profile picture of the author ADukes81
    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
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  • Profile picture of the author John Durham
    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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  • Profile picture of the author Mr. ATX
    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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  • Profile picture of the author Zentech
    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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    • Profile picture of the author John Durham
      Originally Posted by Zentech View Post

      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?
      Yeah. As a telemarketer I know your type... its all good "Cya. Dont want to waste either of our time. Have a nice day". We both get on with our business.
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    • Profile picture of the author Mr. ATX
      Originally Posted by Zentech View Post

      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?
      Ummm so you got on the thread just to tell people you would say NO?!?!? Mmmmkay... N-E-X-T!
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  • Profile picture of the author tubeincreaser
    I tell them its off to (competitor's name) that instantly makes them stop me.
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  • Profile picture of the author Rus Sells
    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.
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  • Profile picture of the author madison_avenue
    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?
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  • Profile picture of the author George Pitts
    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
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  • Profile picture of the author enterpryzman
    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
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  • Profile picture of the author MichaelHiles
    "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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    • Profile picture of the author marciayudkin
      "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"
      Sorry, I strongly disagree.

      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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      • Profile picture of the author MichaelHiles
        Originally Posted by marciayudkin View Post

        Sorry, I strongly disagree.

        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

        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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        • Profile picture of the author CrhisD
          Originally Posted by MichaelHiles View Post

          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.
          Well now you'd be wondering what the catch was, wouldn't you? if you were selling Harleys for $5 you'd either be hiding something (is it stolen?) or you'd not be very smart.

          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.
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          • Profile picture of the author MichaelHiles
            Originally Posted by CrhisD View Post

            Well now you'd be wondering what the catch was, wouldn't you? if you were selling Harleys for $5 you'd either be hiding something (is it stolen?) or you'd not be very smart.

            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 work 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.
            Excellent insight!!

            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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        • Profile picture of the author Mr. ATX
          Originally Posted by MichaelHiles View Post

          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"
          Fantastic info/insight Michael, I agree with you 100%! Very nicely put...
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    • Profile picture of the author Greg guitar
      Originally Posted by MichaelHiles View Post

      "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".
      Are you sure? I could have sworn that I truly wasn't interested in most of the telemarketer calls I've received. In fact-the presupposition that nobody could possibly not be interested seems like the kind of salesman arrogance that is largely responsible for the intensity of most people's resistance.

      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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  • Profile picture of the author Rus Sells
    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!
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    • Profile picture of the author CrhisD
      Originally Posted by Rus Sells View Post

      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!
      Well that's me, and you're right, I would. But then again, not everyone is like me
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  • Profile picture of the author Voasi
    Originally Posted by Kirrybows

    And you obviously are a stuck up prick who doesn't realize that not everybody lives in your town where everybody is nice and open to new ideas. Why don't you open those squiggly little eyes of yours and think about the different types of people one may encounter. I'm talking ethnicity and nationality, moron. Get this through your head. Do you live in New York City? I don't think so. Stick your tongue in your asshole.
    I've had clients pay my $200/mo. to $120k/mo. for JUST seo services, let alone all the other services I've provided over the years to clients. You don't need to live in a big city to close big deals. The city doesn't matter - finding the right clients for your service is, regardless of locale. If I know my price-point for my services starts out at a min. of $1.5k, then I know that I can't take any clients that aren't doing at least $1mil (this is still debatable) in gross revenue.

    Originally Posted by MarciaYudkin

    Sorry, I strongly disagree.

    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
    Marcia -

    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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    • Profile picture of the author Mr. ATX
      Originally Posted by Voasi View Post

      I've had clients pay my $200/mo. to $120k/mo. for JUST seo services, let alone all the other services I've provided over the years to clients. You don't need to live in a big city to close big deals. The city doesn't matter - finding the right clients for your service is, regardless of locale. If I know my price-point for my services starts out at a min. of $1.5k, then I know that I can't take any clients that aren't doing at least $1mil (this is still debatable) in gross revenue.


      Marcia -

      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.
      Yeah Adam, ur spot on! When calling on a biz and they say NI 15 seconds into the convo they're just having a reflex response to a sales call. We all realize how valuable our products or services are and so if you don't get past their "reflex" and just say ok, you're doing that client and yourself a HUGE disservice!

      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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      • Profile picture of the author marciayudkin
        The reality is businesses ALWAYS NEED more sales
        I'm sorry, but I do not agree with this statement, either.

        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
        Signature
        Check out Marcia Yudkin's No-Hype Marketing Academy for courses on copywriting, publicity, infomarketing, marketing plans, naming, and branding - not to mention the popular "Marketing for Introverts" course.
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        • Profile picture of the author heltonent
          Originally Posted by Mr. ATX View Post

          Yeah Adam, ur spot on! When calling on a biz and they say NI 15 seconds into the convo they're just having a reflex response to a sales call. We all realize how valuable our products or services are and so if you don't get past their "reflex" and just say ok, you're doing that client and yourself a HUGE disservice!

          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... ;-)
          Originally Posted by marciayudkin View Post

          I'm sorry, but I do not agree with this statement, either.

          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

          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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          • Profile picture of the author John Durham
            Originally Posted by heltonent View Post

            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!!
            In every sales room there is a person succeeding wildly with the same list and pitch someother guy is using and not succeeding. Not every call can be made a sale, but certainly the telemarketer himself has a choice as to whether he will be the one to succeed or not.

            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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          • Profile picture of the author Mr. ATX
            Originally Posted by heltonent View Post

            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!!
            @Heltonet, there is ALWAYS a sale being made on EVERY call it's either You or Them making it (so true). Michael, you're (once again) dead on! Hey, let's not ruffle the feathers of Marcia the "Attraction Marketer", we don't want her wising up and grabbing some of our business! Lol! hehe!

            @ 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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            • Profile picture of the author MichaelHiles
              Originally Posted by Mr. ATX View Post

              @Heltonet, there is ALWAYS a sale being made on EVERY call it's either You or Them making it (so true). Michael, you're (once again) dead on! Hey, let's not ruffle the feathers of Marcia the "Attraction Marketer", we don't want her wising up and grabbing some of our business! Lol! hehe!

              @ 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.

              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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              • Profile picture of the author CrhisD
                Originally Posted by MichaelHiles View Post

                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?
                I've got the perfect analogy -- incandescent bulb or energy-saving lamp bulb? incandescents cost about 10% of what ES bulbs cost, but would you say they're a good buy compared to ES bulbs?

                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.
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                • Profile picture of the author Mr. ATX
                  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!
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                  • Profile picture of the author Joel
                    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
                    Signature

                    "Without data or facts, you are just another person with an opinion"

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                    • Profile picture of the author Claude Whitacre
                      I get lots of calls every day. Most are credit card processors, internet marketers, or directories upselling me (I'm in a ton of directories)

                      I hang up very quickly. I don't even say "I'm not interested". I just say "No thank you" and hang up.

                      Kanigan has an approach that would work on me. Why? Because there is nothing to say "I'm' not interested" to. There are questions you simply can't say "No thank you" to.

                      Although I like to think of myself as a shrewd businessman...I'm a pretty soft touch once you get past my initial defense.

                      My thought? If you have a huge list, maybe tens of thousands that you could call, I might run through them as fast as possible. Just look for the buyers.

                      But if I had a list of 500? I think I'd engage them by asking question like "Could you help me?" and "Who would be the right person to talk to about that?"

                      It's very hard to say "I'm not interested" when someone just asked for your help.


                      Of course, a little into the conversation...maybe they really aren't interested. And maybe you aren't interested. But most business people have initial defenses.

                      My cold calls are mostly in person, although I do make them on the phone.
                      In over 6,000 sales made from cold calling...Maybe a dozen were actually interested in my general product category before I got there. In fact, the majority gave at least a token objection before I even started. These sales had to be created out of less than nothing.

                      I'll be honest with you, it's been a long time since I heard the words "I'm not interested" on a cold call over the phone. Lots of people don't do business with me. Some lie and say that the owner isn't there. But I can't remember the last time someone was rude to me.

                      "I'm not interested " is a reflex, like "I'm just looking" when shopping, or saying "Fine" when someone asks "How are you?" (Which is also a reflex).

                      If you ask questions the right way, you simply bypass that reflexive answer.
                      I find that if you ask three questions, and they answer...even if they aren't a prospect, they will end the conversation in a different way.

                      But I agree with the posters that recommend not trying to teach new telemarketers to overcome objections. It's far more complicated and harder on the psyche to rebut.

                      And just once...ONCE I want someone to ask me "Who is this?", so I can say "They call me The Man With No Name..Claude Whitacre, at your service".

                      I got that from Futurama.

                      Added later; I just thought about this. I really think it's just that I don't like the idea on making calls, so once someone is on the phone, the salesman in me tends to take over. I'm not doing it on purpose, but my lizard brain just wants this guy to buy.
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                      • Profile picture of the author John Durham
                        Originally Posted by Claude Whitacre View Post


                        It's very hard to say "I'm not interested" when someone just asked for your help.

                        Golden words here.

                        Originally Posted by laurencewins View Post

                        I used to do a lot of telemarketing and naturally I would get loads of responses saying "not interested." My favourite response is " How do you know you're not interested if I haven't told you what I have to offer?
                        Equally handy is "So you're not interested in the news that you have just won the lottery?"
                        This is commonly the kind of thing a telemarketer says to prospects when they start to get frustrated, often followed by "God, these people are so ignorant".

                        Rarely goes anywhere... You Forgot to mention that part. lol

                        For newbs, it aint the best rebuttal to use. But Im sure Laurence knows that...

                        When they start rebutting like in this manner, you tell them to go take a breather.

                        Originally Posted by Marketinc Solutions View Post


                        The $3k monthly could come from a number of things.... Website, Hosting, SEO, Lead Generation, reputation management, PPC and Offline Advertising Management, etc - OR just 1 service for that matter.
                        Then there's the ole "You get what you ask for".

                        Will never forget a door to door sales job I had. It was the kind of product where you as the salesman could mark up your price however you wanted, create deals...

                        There was a standard price that most salesman would sell it for...I made about three hundred dollars per day and sold twice the volume of this one particular salesman, who would get off work at noon daily...and he would make more like SIX hundred per day.

                        I asked him how he did it..., amke all that money in only "one" sale each day, while I was making 3 and bringing home only half of what he made...

                        He said "I just ask for $600".

                        Then I went out the next day and tried it and it worked. Huge epiphany.

                        Swore I would never ask for less again, and I did it for a few days and it worked...then I had a desperate day, got gun shy, and got back into the habit discounting people again.

                        Point is that there are people here at WF charging 2 grand per month for the very exact thing that others charge $100 for.

                        I can charge $1500 for a five page WP site, and only pay $250 for it here... If that gives you any indication of what Im saying.

                        Different business models... Web designers here (many of them) are like wholesalers....and you can mark their prices up to the moon, but the same thing you pay $250 for , your clients will pay fifteen hundred for...or they may only pay $400 for...Depends on what you ask for.
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                    • Profile picture of the author FakeTaRTS
                      Originally Posted by Joel View Post

                      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
                      Thats awesome, thanks
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                  • Profile picture of the author Randy Miller
                    Originally Posted by Mr. ATX View Post

                    "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...
                    Mr. ATX,

                    Thanks for starting this thread. Lots of good content and suggestions here. I got a good laugh when I read the deflection "I know that (Name), heck if you were interested YOU would've called ME!". Even though it's a canned response, it's genuine enough to be appropriate (more about that below). As I kept reading, I found it interesting to see the emotional or passionate nature of some responders. It's given me a great opportunity to reflect on the sales process from both sides of the desk/phone.

                    Originally Posted by John Durham View Post

                    Yeah. As a telemarketer I know your type... its all good "Cya. Dont want to waste either of our time. Have a nice day". We both get on with our business.
                    John you are right on. I've done my fair share of cold calling through the years, both telemarketing and knocking on doors. For most people. (whether it's B2B or B2C) their initial reaction is "no". Typically that's an automatic response. A good salesperson will then try to humanize the conversation. If the prospect reiterates "not interested", it's usually best to politely move on. There have been times when I've run into an a-hole and made the mistake of challenging them, etc. That's truly a no-win situation and throws me off my game for a period of time. Meaning, my choosing to buy into a negative exchange proves to be unprofitable.

                    As with many people in the sales/marketing arena, I study ways to improve my game and have read most of the classics. I came across a book that was co-authored by Joe Vitale called Zero Limits. It's more of recipe book on living a better life, not directly about sales or marketing but the techniques shared in the book can applied to just about anything.

                    By getting centered for 15 seconds before any activity, including sales, I typically have a better outcome. Another way of stating it is when I humanize the exchange before it begins, when I ask myself how I can be of service to you or the prospect, I get better results.

                    Do I still get rejected? Of course I do! But even in rejection, the emotional experience for both of us will be a better one if I've remembered to take the 15 seconds to get centered before beginning.

                    Here's to a Successful, Happy New Year!

                    Randy
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        • Profile picture of the author MichaelHiles
          Originally Posted by marciayudkin View Post

          I'm sorry, but I do not agree with this statement, either.

          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

          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.
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      • Profile picture of the author heltonent
        Originally Posted by Mr. ATX View Post

        Yeah Adam, ur spot on! When calling on a biz and they say NI 15 seconds into the convo they're just having a reflex response to a sales call. We all realize how valuable our products or services are and so if you don't get past their "reflex" and just say ok, you're doing that client and yourself a HUGE disservice!

        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... ;-)


        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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  • Profile picture of the author corycrabb
    Very interesting thank you for sharing!
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  • Profile picture of the author John Durham
    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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    • Profile picture of the author wbinst2
      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.

      Originally Posted by John Durham View Post

      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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      • Profile picture of the author John Durham
        Originally Posted by wbinst2 View Post

        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.
        Perhaps I generalized. I stand corrected. Good point.

        In either event, people who arent interested dont bother me... get over it , move on.
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  • Profile picture of the author Voasi
    Originally Posted by marciayudkin

    I'm sorry, but I do not agree with this statement, either.

    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.
    You're talking in EXCEPTIONS... yes, they might not have enough room in there warehouse for growth, they might need more space for employees, they need more equipment to handle there service, owner just died, etc... (which, of course, are additional services you could be offering them as a part of helping them grow)

    ... 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.
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  • Profile picture of the author John Durham
    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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    • Profile picture of the author i am a salesman2
      Originally Posted by Zentech View Post

      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?
      Originally Posted by John Durham View Post

      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.

      and I agree
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  • Profile picture of the author Rus Sells
    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.
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  • Profile picture of the author MichaelHiles
    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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  • Profile picture of the author JannaCathrin
    I think there is enough business out there not wasting your time to someone who said no. If you have a good strategy in place to keep on top of people's minds (like newsletters, authority blog, social media, etc) they'll come to you when you're ready. Trying to convince someone that they should buy your services when they have said no is a waste of time and energy because even if they become your client they are more likely to be a low quality client who expects the same sort of attention from you all the time.

    I'd rather move on to the people who say yes and let the others contact me when they're ready.
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  • Profile picture of the author i am a salesman2
    this site is treasure found for me. woho!
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  • Profile picture of the author i am a salesman2
    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... :-)[/QUOTE]

    Nice One!!!
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    • Profile picture of the author John Durham
      Originally Posted by i am a salesman2 View Post

      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.
      I agree, and only have one issue.

      Here is my issue:

      If you work from home, and have no supervisor making you rebuttl....for "most" people... they will stumble over it a few times, become discouraged and never master it.

      I had to master it, and so did you and alot of other people, because we had supervisors making us do it... and its effective, no doubt.

      But the truth is that most people will never go through the humiliation of messing it up 50 times before they get it... So it wont help many people that work from home...

      Knowing where a diamond mine is wont do you any good if you arent willing to make the journey to it. most people wont make the journey to mastering a rebuttal like this.

      Success isnt about what you CAN do as much as it is about what you WILL do, so I try to help people find successful techniques that they WILL do.

      Thats why I think the easiest rebuttal for this for a home worker is this; if they even rebutt at the greeting at all:

      A: I understand
      B: Listen you folks have a face book page dontcha?
      C: The reason I asked is because...

      1: You find out at very least if they have what you are offering or not
      2: You get to pitch at least a little because you gave a justification for going further "The reason I asked is because..."

      More people will listen because you gave the a reason to.

      Personally though I really dont waste my time, if you dig through the pile you will find someone who is glad you called without rebutting anyone... once you learn to rebuttal you will double your conversion, but most newby homeworkers starting out trying to learn to rebuttal on greetings, who arent forced to sit and do it , will intimidate themselves right out of telemarketing altogether... They will walk away from the success they COULD have had, if they had kept dialing and had not gotten discouraged so early.

      For that reason I think its better for a newb to just be nice to people, go through alot of numbers and find your laydowns- The guys in EVERY PILE, who say "Yeah Im glad you called...", if you dig deep enough into the pile.

      Unlike an hourly telemarketer, you make a thousand bucks per sale, you dont have to get too many appointments for it to be worth your while.

      Once you have become encouraged that you CAN succeed, it will get easier to jump out on more limbs and master more techniques, but you will never get there if you discourage yourself out of it from day one.

      The faster and easier you can get some sales the better.

      Originally Posted by MLMBrander View Post

      Top Factors that can make a BIG Difference I would say:
      Your Product/Service must-
      1. Be able to PROVIDE VALUE
      2. Be able to SOLVE PROBLEMS
      3. Be able to OVERDELIVER (a great plus++)

      Cheers!
      And....

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      with a max bid of ... 97756.67

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  • Profile picture of the author MLMBrander
    Top Factors that can make a BIG Difference I would say:
    Your Product/Service must-
    1. Be able to PROVIDE VALUE
    2. Be able to SOLVE PROBLEMS
    3. Be able to OVERDELIVER (a great plus++)

    Cheers!
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  • Profile picture of the author rexharris
    appreciate the value in the script idea shared here... fits in well with what I've been working on. Thanks!
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  • Profile picture of the author Seantrepreneur
    I was just at a HUGE conference where they said the typical prospect has to see your ad seven times before they decide to purchase. I understand that it's exactly what's going on here, but the mentality is the same. Just because someone isn't interested right that second doesn't mean they won't be in a week, two weeks, month or year. If you're a good enough sales person using some of the techniques that were mentioned in the thread you might even be able to change their mind by the end of the conversion.

    Plus, "I'm not interested" is our first reaction as human beings. For example, when you're at the super market and an sales associate ask you if you need any help today. What's the first thing you say? "No, I think I'm all set" even if you might need a little help with something. Everyone is like that. Maybe not the best example, but you get the picture.

    Persistence will pay off in the end. One of my favorite quotes is "Good things come to those who wait but only the things left over by those who hustle".

    Hustle on my ppl,

    Sean
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  • Profile picture of the author laurencewins
    I used to do a lot of telemarketing and naturally I would get loads of responses saying "not interested." My favourite response is " How do you know you're not interested if I haven't told you what I have to offer?
    Equally handy is "So you're not interested in the news that you have just won the lottery?"

    You need to be very confident to use these lines and turn them into sales which I was able to do SOME of the time. People don't expect that sort of reply.
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    • Profile picture of the author Mwind076
      Originally Posted by laurencewins View Post

      I used to do a lot of telemarketing and naturally I would get loads of responses saying "not interested." My favourite response is " How do you know you're not interested if I haven't told you what I have to offer?
      Equally handy is "So you're not interested in the news that you have just won the lottery?"

      You need to be very confident to use these lines and turn them into sales which I was able to do SOME of the time. People don't expect that sort of reply.
      Funny, that would make me laugh...but I wonder if there isn't some type of law that makes it illegal to suggest they won something when they didn't? I just find it's easier to move along if they aren't receptive after a simple rebuttal to that NI.
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  • Profile picture of the author Hugh
    Great thread OP. Thanks.

    I agree with Rus. Just because they have a pulse and $$ doesn't
    mean I want them for a client.

    Sometimes, the best sale is the one who got away.

    Hugh
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    "Never make someone a priority in your life who makes you an option in theirs." Anon.
    "Some see private enterprise as a predatory target to be shot, others as a cow to be milked, but few are those who see it as a sturdy horse pulling the wagon." -- Winston Churchill

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