Facing a sales objection is an everyday scenario for business owners or sales professionals. It is downright frustrating when you are hearing – “I am not interested” – frequently in your conversations these days.
Sales objections become especially more frustrating if you are selling a good product or service. If this is happening too much with you, take it as a signal to improve your overall sales process.
Let us explore the question below, which must be playing 24 / 7 on your mind currently.
How can you dramatically reduce the “I am not interested” sales objection ?
Can you think about what may be going wrong in your conversations?
Can you imagine what the customer is actually saying?
For starters, when you hear ” I am not interested”,
the customer is saying “your product or service is not interesting enough to me” or “you are not the one I want to buy from!”
As a salesperson, this is the hardest and most fundamental thing to accept for you. I know it is going to hit your ego, sting your mind.
But many times, the best start towards a win is – Taking a couple of steps back!
So let us take a few steps back and imagine why people are not finding you or your offering interesting?
Let us guide our journey with the following needle-moving questions.
1. Are you targeting the right kind of people? Have you defined your target customer persona?
99% of the clients we have dealt with have not defined their buyer persona clearly. This affects their lead generation. The quality of leads generated goes down.
If your product is most attractive to middle-aged women and the lead generation is attracting younger women, obviously the sales cycles will be longer and the sales closure ratio will be low. Obviously, most of the prospects will say “no”.
So even before you start your lead generation efforts ask yourself the following questions:
Who are the most frequent and highest paying customer that you have as of now?
What are the common things about them?
The common things can be about their nature, demographics, location, lifestyle, pains or profession.
Once you identify this you have taken a giant step towards becoming more interesting to your customers!
2. At what stage of the sales process are the prospects saying “I am not interested”?
It can happen in the first call of qualification. It can happen even before you make your first call. It may happen during the product presentation or objection handling.
Carefully dig down the statistics of your current sales process. This can lead you to some valuable insights.
For example, if the prospect who has filled an online form on your website for inquiring about your services, does not even pick up your first call or respond to your email, this can mean, your first email in response to their inquiry is not up to the mark. Sort that out and suddenly you may find a jump in interested prospects.
3. Is your sales pitch attractive to your prospects?
90% of the sales pitches we come across are created from the angle of the seller.
Ask the following questions about your sales pitch:
Does it introduce you properly?
Does it showcase social proof about your offering?
Does it inspire credibility about you and your product/service in the prospects mind?
Is it giving an example of relevant persona for the prospect?
Does it describe the problems your product solves?
Does it showcase your expertise in your field?
Does it make the prospect curious and open up to you?
Is there an element of scarcity used to make the prospect take next step in his buying process?
Does the sales pitch talk about the risks involved and how they are handled by your solution?
Now, this looks like a lot of questions. Trust me, all of them are easy to answer while you create your powerful pitch for your carefully selected prospects.
Once you do this drill, you will see a sudden change in your prospects’ responses.
This one is the last but certainly not the least important.
4. Who is talking more in your conversation with the prospect? You or your prospect?
If it is you, it is a sure shot sign of the prospect not being much interested. In other words, you have not been able to get the prospect interested.
One simple thing to remember during your sales communication is:
Your job is to be interested first and you will become interesting for the customer as a result!
Not only in sales but in all social interactions, all of us find those people interesting who are interested in us! So why not do that favor to your prospect? Can we respect the simple fact that she is giving her valuable time for you?
If you do these 4 things properly, you will see a dramatic increase in your interested prospects and sales conversions. That is our promise!
Just two final questions for you …
Will you be able to find some time this week to answer these questions for yourself?
Will you be able to take a few steps back?