"I'm not interested."
Or, "We don't need that."
Or something similar.
What do you do?
Many reps say "Thankyouverymuch" and hang up.
Granted, this is not a position where you are going to have your greatest shot at success, percentage-wise.
This is like a football team starting from their own two-yard line, 30 seconds to go in the game, and down by eight points. It's tough to pull this one out.
However, it's not impossible. It still is worth running another play. After all, you are there anyway and there's still time on the clock.
First, let's assess the situation. Are those prospect "not interested" responses REAL objections?
Of course not. They are attempts to get salespeople off the phone. And they usually work. So prospects keep using them.
I call them Triple R's; Resistant Reflex Responses.
They are reflexive, just like most people typically flinch without thinking about it, reflexively, when startled. In this case, people say these things without thinking, in response to what they consider a typical sales call.
Anne M. Obarski
