Respond to the Objection, “Not Interested.” Strategy 5 of 5

Objection 1 of 85: Not interested.

When does it usually occur? Initial contact.
Probable Cause: Prospect does not believe a need exists.
Objective: Establish a need.

Most often we run into trouble with this objection from the onset by not including our Unique Selling Points (USPs) in our brief opening remarks. This strategy would have prevented the "not interested" objection, but now since it's here, we'll have to use a response tactic to get the USPs back in the forefront.

Without the Unique Selling Point's ability to establish the gap (need), it becomes an up hill battle to generate interest.

For example, from Blog # 14 FAB - The Persuasive Language of Selling:

Feature – Containers made of plastic
Advantage – Won't rust
Benefit – Lowers maintenance and replacement costs caused by rust.

After completing your brief initial research, you find out that the prospective customer uses metal containers that rust (see their product on the resellers' shelves, ask other customers who use metal containers, look them up online, etc.)

Now you can ask the questions that establish the need (gap):

Example template: “I agree with you. I wasn’t too interested in this one either until I compared it with a the alternatives on ____, ____, and ____ (USPs). That’s when I decided I needed to take a closer look. I think it’s at least worth taking a couple of minutes to explore the possibility, don’t you?"

Example: “I agree with you. I wasn’t too interested in this one either until I compared it with a the alternatives using steel on the high costs of replacing rusting containers, loss of customers from unsightly rust stains on containers, and the hazards involved every time a container is replaced (USPs). That’s when I decided I needed to take a closer look. I think it’s at least worth taking a couple of minutes to explore the possibility, don’t you?"

So far from this and the preceding blogs, you now have the general strategy to prevent the "not interested" objection, along with six individual strategies to "Prevent" it from entering the prospects mind, six strategies to "Preempt" it if your Competitor Analysis says it's already there, and five ways to "Respond" to it.

Check out the free list of the 85 Most Common Sales Stopping Objections to see what's coming up next.

Resources:

This blog's content comes from Chapter 6: Strategies Specific to Each Objection in the Objection Free Selling book.

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Select this link to the eLearning course: Objection Free Selling

Select this link to download the free list of the 85 Most Common Sales Stopping Objections organized by missing "Buyer Belief" that causes it.

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