If sales are your forte, then you know exactly what we are talking about. The “I’m not interested” sales objection is the most widely used excuse across prospects in any industry. This is mostly because the prospect doesn’t think they have a need or they just don’t have the desire to buy anything right now. In B2B lead gen, once your prospect states that they aren’t interested, they like to stand by their word. It can be extremely difficult to get past this sales objection. However, sales objections come in all shapes and sizes. Today we have a few tips that will come in handy.
Prospect Approach and Sales Attitude
Your approach and attitude is extremely important, because it shapes how you’re going to handle the objections. It is counterproductive to have a negative view of objections. Embrace each sales objection as an opportunity to learn and evolve your strategy. Business to business sales prospecting requires a positive approach and attitude towards each call.
Identify Your Prospect
In prospecting for sales opportunities, always listen to the prospect and try to relate to where they’re coming from. If a customer responds with disinterest, it may be a way for them to shut down the conversation. If you respond with some information about your product or services that can interest them, you might be able to get them to listen to you. It’s always good to be able to identify why the potential customer is saying what he/she is saying. It helps you formulate what you can do or say to provoke their interest. However, keep in mind that an integral part of marketing is establishing your target market. The worst thing that could happen is your sales team spending hours trying to identify an interest in people who couldn’t possibly be attracted to your services. So, make sure you are talking to the right person first, because if it’s the wrong person, the right solution doesn’t really matter.