Overcoming Objections in Sales: “I’m not interested”


You call to a lead and start explaining what it is you do, and then suddenly they interrupt you with this objection. In sales, this is one of the most disheartening and frequent things you can hear. However, it’s life-changing if you can consistently get past this objection. By overcoming it, you will take a big step towards building a rapport with your lead, qualifying them and exploring a business opportunity together. This could also be a gatekeeper, who doesn’t want you to get through. The first thing you should do is try to find
out their situation. Are they able to listen? Are they too distracted by what is going on? Should they have said, “I can’t talk right now?” The best weapon of driving the conversation
is asking a question and the best tactic is to be honest from the beginning. Indicate that you want to take as little of their time as possible, get to the point quickly. Ask a question that allows you, and the lead, to find out if the main value of your business matters to them at all. Let’s use Pipedrive as an example, but remember every salesperson, no matter what they’re selling, can benefit from this approach. Hopefully, this is the next thing you’ll
hear: Did you notice the pause? This question is all about pacing: it can’t be asked too quickly, but it can’t be too slow, either a measured mini-pause in the middle of the sentence encourages the lead to think about their salespeople. Here, you are connecting the main value of what you offer to the main value that every business customer cares about, revenue. It’s best done in the framework of a closed question which elicits either an affirmative, or a negative response. If that short answer is an affirmative, they have also revealed the direction of their
interest. You do have to use your judgement, does it sound like the lead is truly interested? Or are they just accepting a meeting to get
off the call? If it’s the latter, you want to reaffirm that the meeting is definitely worth
their time. Let’s assume that our approach works and your lead is curious enough to meet. In order to get their commitment to the next
step, offer a few time ranges. There is a
way to navigate the conversation between you and a lead from, “not interested”, to an agreement to schedule a 20 to 30 minute
meeting. It’s important to practice running this
dialog, though, because tapping into a lead’s natural
curiosity won’t necessarily always end with the same
results. Luckily, our natural curiosity is very often
the starting point of something great; something that otherwise would not have happened
at all. If you want to find out more about how to tackle common objections you’re likely to
face in sales, you can read more about it on our blog right
now.

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