What to do when your prospect says “I’m not interested”

Today we’ll review how to overcome the “I’m not interested” objection. The key to handling the “I’m not interested” objection is to focus on the result your solution provides and, more specifically, the result your solution has provided someone else, like another customer.

Explain how other customers have benefited

Here’s what the BlitzMasters say when they’ve anticipated the objection, and the prospect says he or she is not interested: “You know, Mr. Prospect, that’s what many of my customers said before they understood that our workshops would actually double the number of appointments with qualified prospects their salespeople were able to set as a result of the skills and techniques practiced during the blitz.”

Highlight the typical results of your solution

Notice the explanation is implied to be a typical result our customers have had from one of our workshops. By emphasizing that “many of our customers” were also initially uninterested, you signal to the prospect that they may miss out on an opportunity that others have taken advantage of. Offering a specific result (“doubling the number of appointments'') shows the strength of the solution and generates curiosity. Finally, we reinforce that the results were only possible because of our solution (“as a result of the skills and techniques practiced during the blitz”). 

Offering a sales training program that can double the number of appointments typically set for a sales team is a compelling argument when talking to a new prospect for the first time. By immediately explaining a compelling (and typical) result, we’re more likely to get the appointment. 

Ask for the appointment

Once you have explained how your other customers were hesitant but ultimately gained the benefits of your solution, you can ask for an appointment to go into further detail. “Why don’t I just come by at 3:15 next tuesday, so I can share with you some actual results our customers have enjoyed by participating in our workshops?” You proactively offer to share results and get a conversation started about how your solution can help the prospect specifically.

Handle “not interested” objections with a sales enablement workshop

Enjoying these tips from the BlitzMasters Knowledge Center? If your sales team or channel partners are ready to leverage sales expertise and succeed, book a BlitzMasters sales enablement workshop today. BlitzMasters empowers, trains, and facilitates sales reps through call blitzes that gain immediate appointments. Our analytics tracking tool allows both the channel marketer and the channel partner to see performance in real-time, along with detailed reports to show ROI. Contact BlitzMasters today to learn more!