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Don’t you hate it when you get back to your prospect, you’re ready to give a great pitch, you need the sale, and…and….they tell you they looked it over and they’re not interested!
Wait a minute! You want to scream. Just give me a chance….
Believe it or not, there is a way to deal with this. And it’s the same way to deal with every other recurring sales situations you get: Be prepared with a solid script – or two or three.
The secret to getting past this objection/resistance statement is to not only be prepared for it, but more importantly, to be prepared to overcome it two or three times. Sometimes it takes that kind of perseverance to get into your pitch and get the sale.
So here are three proven scripts you can use the next time your prospect tells you “I looked it over and I’m not interested…
Response #1:
“I understand, and that’s perfectly OK. At first a lot of people I speak with don’t fully understand all the ins and outs of this and that’s why I’m here. Before you make a decision though, let’s do this. I’ll take just a few minutes to explain how this might help you, and if, after you understand it, you still think it’s not for you, we’ll part friends. Do you have that information handy?”
Response #2:
“I didn’t expect you to be interested; heck, our marketing department hasn’t yet figured out a way to get our prospects to call us back – and that’s why they hired me!
But seriously, this (product/service/investment) has some great features that aren’t readily available in the (demo/material/information) I sent you, and it’ll only take a couple of minutes to find out if they would be a fit or benefit for you.
Tell you what, do yourself a favor and spend a few minutes with me to find out how and if this would be right for you. Grab the information/quote/brochure and let me cover a few things – do you have it handy?
Response #3:
“I understand, and believe me, I get that a lot. In fact some of my best clients said that at the beginning as well. But I’m sure you’d agree that any decision you make, whether it’s a yes or a no – and I can take either one – is best made once you understand all the facts, isn’t that right?
Well ________ I’m here to help you learn those, so do yourself a favor and grab that information, and let’s briefly go over it. If at the end it’s not for you we’ll part friends. Do you have it handy?”
Now, take some time and reword them slightly to fit your personality, your product or service. Then get in the habit of using them over and over again. What you’ll find is that more and more prospects will actually let you pitch them, and some of those will buy!