How to respond to i'm not interested in sales: overcome the objection

This is probably the most common objection you'll encounter during cold calls:  "I'm not interested." 

Handling this objection effectively can make the difference between a lost opportunity and a potential lead. Here's how to navigate this objection using a strategic approach.

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The 3 step approach to handle the “I’m not interested” sales objection

Step 1: Diffuse the Situation

When a prospect says, "I'm not interested," your first step is to diffuse the objection. This means lowering the pressure and acknowledging their stance without trying to overcome it directly. Use diffusing statements that relax the atmosphere and show respect for their feelings.

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Examples:

• "That's completely okay; I appreciate your honesty."
• "That's not a problem at all. It’s good to know where you stand."

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Step 2: Discover More

After diffusing the situation, shift your focus to discovering the reason behind their lack of interest. This involves asking a thoughtful question that encourages the prospect to share more about their current situation without feeling pressured.

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Examples:

• "Before we end the call, may I ask if there’s a specific reason you feel this isn’t relevant? Is it timing, satisfaction with current solutions, or perhaps something else?"
• "I understand it might not be a priority. Just out of curiosity, what are the top challenges you are focusing on right now?"

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Step 3: Poke the Bear (but gently)

If the situation allows, and the prospect engages in conversation, gently challenge their thinking by presenting a scenario or problem they may not have considered. This should be done subtly and should naturally arise from the conversation, aimed at piquing their curiosity or re-framing the problem.

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Examples:

• "Many clients I speak with weren't initially aware of how much they could improve X until we explored Y. While it’s not pressing, might there be a future scenario where this could become relevant?"
• "That’s completely understandable. Just a thought – we’ve seen some overlook potential risks like Z in their current setup. It might not be urgent, but perhaps a quick review could be beneficial down the line?"

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When Not to Persist

You need to recognize when to back off. If the prospect remains firm in their disinterest after your attempt to diffuse and discover, respect their position. And maybe offer a way to stay in touch that adds value without expectation?

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BONUS: 9 Responses to "I'm Not Interested" in Cold Calling

Question Echo

"Not interested?" (Say it with a slight questioning tone, pause for a response. This gives them a moment to reconsider or at least explain why, which can give you an opening.)

Non-committal Introduction

"Well [prospect's name], I’m not asking you to make a decision right now. I just want to introduce you to an idea that might benefit you in the future. May I proceed?"

Inquisitive Approach

"May I ask what specifically about this opportunity is not of interest to you?" (This open question can uncover specific objections you can address directly.)

Value-Oriented Offer

"That's totally fine, I’m not trying to sell you anything today. I'd like to provide you with a resource so that in the future when you do consider this, you will have insights and options."

Informative Challenge

"I didn't expect you to be interested, [Name]. Like other [industry] VPs I talk to, you probably haven’t seen the full picture yet. You’re likely interested in avoiding [problem] which leads to [negative outcome]. Shall we discuss this briefly?"

Proactive Proposal

"I get that, most people aren't when I first call. That’s why I suggest we meet when I’m not cold calling you like this. How’s this Friday at 10 AM for a quick discussion?"

Challenge with Curiosity

"I’d be surprised if you were interested right away. When I first speak to finance directors like you, they aren’t, until they learn how I could help them solve [insert problem] which prevents [negative outcome]. Can we explore this a bit?"

Educational Soft Sell

“That’s fine, [Name], and many people I speak with tell me the same initially. And as they learn more about this and see what it can really do for them, they are glad they took a few minutes to listen. One thing that might be a good fit for you is [briefly continue with your pitch]. Do you see how that could work for you?”

Empathetic Acknowledgment

"I guessed you wouldn't be, if you were then you'd probably have called me instead. But, if I could quickly highlight a problem you might not be aware of, would that be okay?"