They say "Yeah Yeah....not interested...I know all about it!

Admitedly, I'd of hung up if you used those lines and if memory serves correct I think I already have for the former.

To go against the grain of the OP's suggestion too, people don't say they have heard all about something because they actually have. They say it to get rid of the saleperson so I'm not convinced that people will linger for an education on "what's new".

I do accept it as a suitable ditch effort retort perhaps.

In my experience this worked well.

It's important to remember that a sales call should really be a conversation between two people with an interest in the subject at hand.

Here's what I see working....

It must be said with the utmost sincerity.

"Mr Prospect...

I understand your reaction, after all I have called you out of the blue -

But I'm just curious - when you say you are not interested - is it because you
are short on time now and would prefer to make an appointment to discuss
it properly.

Or is it you feel XYZ is too expensive? Have tried it before and had a bad experience with another company?

I ask this because from what I can see / researched it would make sense
for us to have a discussion around XYZ and how your business could utilize this to do ABC, hence my call today.

But clearly, I don't have all the facts.

Help me understand your situation better..."

Hope this helps.

Harry T

Actually, having spent any considerable time on the phone, one would recognize both Sasha and Laurence answers to be ones typically used by frustrated telemarketers, which almost never lead to anything good, and which almost invariably result in confrontational energy and a quick hang up...

Harry's answer?

Sounds good on paper but you will never get that out in a million years, unless you are a highly exceptional talker, with just the right inflections, and have excellent meter. You only have a second to shift their energy. By the time you get halfway through that, they see you coming and are already thinking of another way to shut you down. ... slightly better than the first two answers, but still not very good.

The best you can do is ask a very quick, upbeat, short, non confrontational question as helisel suggests to quickly shift their thinking process slightly, and then you have a fifty percent chance of following up with "The reason I asked is because..." and returning to your pitch.

It may even be "Oh so you folks already have a website then? Okay, great. The reason I asked is because..." (return to pitching).

The answers mentioned here are bad theory. You might say those things but I will guarantee and bet my tail you dont get past one in a hundred rejections with them...

How do I know?

Because I use to sit in a booth forty hours per week, and have monitored hundreds of telemarketers... Helisel seems to know the score.

No offence but if you arent a phone pro, please dont give the newbies theoretical or bad advice.

No worries....understand.

Not saying mine was better / worse etc - just something that worked for me as a sales rep / telemarketer /sales manager of sales reps and telemarketers.

Thanks for starting the thread.

H

The "barrier" is the knee-jerk reaction given by just about every prospect, who is (like us) afraid of getting ripped off.

So they say that. Remember, they have lived this long without whatever it is that you offer.

In the sample calls I provided, we are listening to early calls in the process. Remember from my free videos posted here on WF that 3/4 of the dials we make, on average, are unlikely to reach a decision maker today. Plus I call without needing to know the name of the prospect--I get it along the way. This is much quicker than time-wasting "research." So for those calls, I do not expect to reach the DM that time. I am getting the name and into their system.

The callback is scheduled and maybe on the 2nd and more likely on the 3rd call attempt the selling can begin. This may sound like it takes awhile, but it is how you can deal with the reality of calling without getting frustrated and beating yourself up. So in a few days you reach the DM and they are open to talking with you.

Do NOT talk about web design, SEO or other buzz words that people are extremely wary of. You jump to the solution too quickly. Find out what problem(s) they have that you can solve, first.

I have a way of handling the "Not Interested" objection in a non-confrontational manner, but it's proprietary and part of my program. Also, you have to bear in mind that for some prospects it may simply not be the time for your offer to resonate, and you should try again in a couple months when their circumstances may have changed. That is a possible outcome and not "bad".

The main problem people have with calling is that they start all desperate to make a sale right now. That's unlikely to happen and you end up beating yourself up about what you don't understand (why nobody seems to be available, why your script doesn't work, etc.), and quit--

--but if you stuck with it a week, you'd see good results.

I appreciate you have your own experience but for me personally it hasn't been hugely fruitful.

As mentioned, I've found that when people claim to "know all about it", they actually don't know very much about it at all, aren't bothered and can't wait to get rid of the salesperson. I've known this to be true for others too.

What's important to factor into this, is actually how interesting this "latest news" actually is and how appealling it might be to the customer. This of course will differ in every case.

Perhaps then, my "latest" isn't as awesome as yours?

I took it that you were getting at a "concept", and I agree with that concept.

I better get out guys before I piss people off.

However, if you take the advice given it WILL work well for you.

-John

In fairness, there is a difference between knowing about something and being interested in it...

The statement can in many cases translate into "I know. I don't care".

I don't care.

Same here, never once, but i have had ""I know about "something specific""
meaning the usual knee jerk "go away"

and i say something very close to what you said below

I say, "great" can you take a min and help me with with a question ( insert something )

listen to them, say thank you, be a smidgen self deprecating.
Then go in side ways, and show them how they are not "in the know"
BUT you cant attack it head on, you will put them on the defensive...
AND when you say thank you... you need to mean it.

This works because people will almost always take a minute to show how you how
superior they are and once they schooled you... they leave them selves open because
of their smugness ( they want positive feed back .. a properly siad thank you is just that)
AND with out them even realizing it, once you say thank you ... you bond.

now they are usually open to a real conversation.

just my 2 cents. also i should mention, i did not read the article
although Claude, i am sure you already knew that.

It's important to understand at what point in the process the "not interested" response takes place.

Is it at the very beginning of the call? I think that's the meaning that the op has in this thread.

If so, it's time for you to hang up and dial the next number. If it's happening often, and by often I mean more than 2 times in any given calling session, you need to adjust your opening statement.

lol