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Sales Tips from Andrea #9: Handling Objections - "I'm not Interested"

The key here to handling the “I’m not interested” objection is to describe the result your solution provides and, more specifically, the result your solution has provided someone else (i.e., another customer).

 

 

Here’s what I say when I have Anticipated the objection and the prospect tells me he’s not interested:

 

Andrea: (Handle the objection.) “You know, Mr. Prospect, that’s what many of my customers said before they understood that The Blitz Experience™ would actually double the number of appointments with qualified prospects their salespeople were able to set as a result of the skills and techniques taught and practiced during the Blitz.” (Ask for the appointment.)

“Why don’t I just come by at 3:15 next Tuesday so I can share with you some actual results other customers have enjoyed by participating in a Blitz Experience™ of their own?”

 

Notice here I explained a typical result my customers have had from The Blitz Experience™. I said, “You know, Mr. Prospect, that’s what many of my customers said before they understood that The Blitz Experience™ would actually double the number of appointments with qualified prospects their salespeople were able to set as a result of the skills and techniques taught and practiced during the Blitz.” Offering a sales training program that can double the number of appointments typically set for a sales team is a compelling argument when talking to a new prospect for the first time. By immediately explaining a compelling result, I am more likely to get the appointment.

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