Clients Say, “I Am Not Interested.” And You Say "..."

Summary

In this video, sales expert Dan shares strategies for handling the common objection, 'I'm not interested,' without getting defensive. He emphasizes the importance of setting up future business by asking questions like, 'Can I be the first person you speak to next time?' and 'What might have to happen for you to consider a change?' Dan explains that persistence is key in sales, with follow-ups often required to close deals. He also shares success stories from students who closed high-ticket sales, demonstrating the effectiveness of his training techniques.

Takeaways

• 😀 Don't take objections like 'I'm not interested' personally; it’s often not a reflection on you or your product.
• 😀 Asking 'Why are you not interested?' is a bad response because it can lead to unnecessary conflict with the prospect.
• 😀 The key is to set the stage for future business by asking, 'Can I be the first person in line the next time you’re looking for [product/service]?'
• 😀 A good follow-up strategy is to ask, 'What might have to happen before you begin looking for a different solution?' This helps gather information for future contact.
• 😀 80% of sales require at least five follow-ups, so don't get discouraged if you don’t close the deal on the first call.
• 😀 Use the information prospects give you about their needs and wants for future follow-up, especially in regards to timing, budget, or features.
• 😀 Focus on setting up for future sales rather than expecting an immediate close. The second or third follow-up is often when the deal happens.
• 😀 When following up, don’t be pushy—simply check back with prospects to offer solutions to their earlier objections.
• 😀 Building rapport and keeping the conversation non-confrontational helps prospects stay open to further discussion and potential future sales.
• 😀 Salespeople should focus on building a relationship and trust rather than expecting a quick sale. Patience and persistence are essential.

Q & A

Why do prospects often say 'I'm not interested' even if they might be lying?

Prospects frequently use this objection as an easy way to exit the conversation. It may be due to timing, budget, lack of decision-making authority, or simply not wanting to engage at that moment.

Why is asking 'Why are you not interested?' considered a bad response?

It creates unnecessary conflict and forces the prospect to justify themselves. This puts them on the defensive and turns the conversation into an argument instead of a productive dialogue.

What mindset should salespeople adopt when hearing objections?

Salespeople should avoid taking objections personally. Objections usually stem from timing or circumstances unrelated to the salesperson or product.

What statistic does the speaker mention about follow-ups in sales?

He mentions that 80% of sales require at least five follow-ups to close, highlighting the importance of persistence.

What is one effective question to ask after hearing 'I'm not interested'?

A strategic question is: 'Next time you're looking for [product/service], could I be the first person you speak to for a second opinion?'

Why does the 'first in line' question work well?

It is non-threatening, doesn’t push for an immediate sale, and positions the salesperson for future opportunities while gaining permission to follow up.

What is another powerful question to use before ending the call?

You can ask: 'Before I get off the phone, what might have to happen before you begin looking for a different [product/service]?'

What is the purpose of asking what 'might have to happen'?

It reveals valuable intel about what the prospect considers important—such as pricing, features, or service—which the salesperson can later use to tailor follow-ups.

How can the salesperson use the information gathered for future follow-ups?

They can reference the prospect's stated needs in later conversations, especially if their company updates offerings or addresses those needs.

What is the overall goal when handling an initial rejection?

The goal is not to close on the first call but to set up future conversations that build trust and move the prospect closer to buying.

What program does the speaker recommend for improving high-ticket sales skills?

He recommends the 'High Ticket Closing' training program, which teaches strategies for closing premium offers without sounding pushy.

Why does the speaker share past students’ success stories?

To demonstrate the effectiveness of the techniques taught in the program and to motivate viewers by showing real-world results from others.