“So the goal here instead of objection handling is to do some things and to check these things that might be making the prospect subconsciously think that you’re just some sales person that’s trying to be really pushy.” – Jason Bay in today’s Tip 304
How do you handle “Not Interested”?
Join the conversation below and go check Jason’s LinkedIn post!
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today Jason Bay from Blissful Prospecting is back with another prospecting tip, and this is just super solid stuff, check it out:
Jason Bay: Jason Bay: The dreaded, not interested if you make cold calls, you’ve definitely heard prospects say this before, and I got an email from one of our email subscribers who wanted to know, well, how do I handle “Not interested”? You know, when people say this and that and they’re rude about it. And my thinking here in our, my approach has always been not to address necessarily objections, which you do have to address them. Don’t get me wrong, but to learn from them and go back to, well, you know, what did I do that maybe made this person respond like this? How could I prevent this objection? And what am I doing in the call that is maybe making people just write me off? So I think about it from the prospect’s perspective, from a second. They don’t know you. They’re busy. And if you sound like every other salesperson, they’re going to want to hang up immediately. As soon as you hear someone say, “Hey, I’m Jason was blissful prospecting and I was calling because we have this special offer and we do this” like you’re immediately going to want to hang up. The tone is sounded extremely salesy. I’m seeing something that every salesperson says when they make a cold call and it’s not a pattern interruption. So the goal here instead of objection handling is to do some things and to check these things that might be making the prospect subconsciously think that you’re just some salesy person that’s trying to be really pushy.
So the first thing that you can do instead of handling the objection and preventing, not interested from coming up is to check your tonality. I just recorded another episode about this, but the big thing here with tonality is to stand up when you’re making calls and you need to really be upbeat, positive, and excited to talk with a prospect and you need to do this in a genuine way. The way that I have found that works best is or is around your mentality here. So if you approach the call with, I don’t need to sell to this person, my goal is not to sell something to them in this call because that comes later, right? Don’t sell during cold calls; sell during the sales process, right? When you’re actually doing sales calls in a demo caller or proposal call or whatever that you’re doing in your sales process, go in with the mentality of helping the prospect. So go in with how can I help this person? And you’re going to find that your tonality changes a lot when it’s, you know, “Hey, you know, Jason was blissful prospecting here, wanted to know how you guys handle outbound or do you guys typically do that with your SDRs? Do you have account executives that are joining? This was really curious how you guys approached that.” That tonality there is much different than, “Hey, I was calling because we help people with prospecting and I was wanting to know how you guys handle that and if we could maybe help you with it.” It’s a completely different tone and approach. So number one, check your tonality. Number two, use a simple opener. You really want to get the person talking as soon as possible. And there’s a ton of controversy on this. I think it’s hilarious, but I, in the show notes, there’s a LinkedIn post that I wrote on this topic and you’ll get to see there’s a ton of people that disagree with this approach, but I love gong.oi’s data. There’s a link to this article as well with how to open the call and what they find most effective. So the number one thing is you do not want to hide your name or your company, talk to the prospect as if you already have a relationship with them. That is different than pretending that you have a relationship with them. When I say talking to them as if you already know them, he means to talk to them casually like you would a friend or coworkers, not to pretend like you know them. So the way that opened up is really simple. “Hey Adam, Jason was blissful prospecting. How you been?” that question just try it. Do it a couple of dozen times, see how it goes. But the tonality of “Hey, have you been” talk to them like I said like they are someone that you already know and we have a lot of success with our clients using that line. And oftentimes people will respond, well,” Hey, I’ve been good. How have you been?” And you get right into it. So that’s number three, get straight to the point. So go straight to, Hey, the reason for my call is, or I’m calling because, or the purpose of this call is to go straight into it. People want to know that you’re going to get to the point right away if you’re still hearing, not interested. I really like Beck Hollins approach over a chorus.ai. So if someone says, “Hey, I’m not interested.” Be like, “Hey, you know what, I actually been hearing that a lot lately and I’m thinking it’s because I’m not doing a very good job of explaining the value of what we do. You know, if you give me 30 seconds, I’ll do my best to let you know how we can help you out. And then you can decide if you want to continue chatting. Does that sound fair?” And the reason why this works really well is you’re giving the prospect a choice. Instead of ramming your pitch down their throat, you’re giving them a choice of whether to hear you out and you’re being open with them. You’re showing a little bit of vulnerability actually in saying that, “Hey, this hasn’t been going really that well for me and I’ve been hearing this and I’m thinking it’s because I’m not doing a good job and you’re taking ownership over it.“ So I’m curious, how do you handle “not interested”? But let me know in that LinkedIn post in the comments and would love to hear from you
Scott Ingram: For the link to that LinkedIn post, just click over to DailySales.Tips/304 and it’d be great to get your perspective in there. I’ve already shared mine, so you can see that and feel free to tag me or mention the show in your comment so we can all continue the conversation together.
Then come back tomorrow for another great sales tip and another big giveaway of a book that was just published today. Thanks for listening!