How to Get Past "I'm not interested"

As a salesperson, hearing the "I'm not interested" objection when calling leads can be discouraging. However, it's important to remember that objections are a natural part of the sales process and can be overcome with the right approach. 

The very first thing you must do is remember that there is a human being on the other end of your phone call. Someone who has friends, family, work, school, children, worries, joys, etc. People will talk to people who aren’t just trying to sell them something. That’s annoying and won’t get you anywhere.

Here are some tips on how to get past the "I'm not interested" objection when calling leads:

• Before you even make the call, put together some simple “pre-qualifying questions, like:

-Do you currently have (fill in the blank) coverage/insurance

-When was the last time you reviewed your (fill in the blank) coverage

-How comfortable are you that your current coverage will protect you when you need it and why

-Get creative, try to make your questions as open ended as possible

• Also, before you make the call, think of anything about the prospect where you might find something relatable

-Have you ever been to their area - “is such and such still a great place to visit/eat at, etc” If its a well know location, know what’s relevant - independence hall, faneuil hall, the rose bowl, etc

-Did anything happen lately with one of their sports teams

-Recent news about where they live

-The weather where they live

-Things their known for - georgia peach, florida oranges/sun/beaches, Wisconsin/Michigan/Minnesota lakes, the mississippi river, 

• Try to beat them to the punch: Open with something along the lines of, “Hi it’s [name] and I know you must be getting a ton of calls and before you tell me you’re not interested, (ask a pre-qualifying question or something about their weather or recent light news - NOT political). This tactic takes the objection away from them before they even say it, it provides empathy that the prospect might be getting overwhelmed and has the potential to open up the conversation.
• If you don’t beat them to the punch or they just say, “they aren’t interested”, understand that the prospect is trying to end the conversation, so don’t try to sell them at this point by telling them how great you or your product is.

-Acknowledge the Objection: And with this, there are several ways you can go and it depends on your personality, voice, and phone mannerism which will work. 

-Someone who has a deep southern accent can use tactics that are more dominant than someone with a higher voice and neutral accent. 

-Someone’s who’s witty and quick on their feet should be doing something different than the sales person who is thoughtful and deliberate.

• Some Different Responses: I went looking for ideas on this one, as what you do will depend on who you are. So here are some ideas:

-Saying something like "I understand you're not interested at the moment, but may I ask why?" can help to open up the conversation and give you more insight into their objections.

-Responding with “wait, you don't even know why I called!” and after hopefully getting a reply like “what do you want” you say "well, I guess if I said I wanted to sell you (your product) it probably wouldn't go over very well right?"

-Using "Not interested in what? I haven't even said anything yet" is aggressive but can get the prospect off balance from getting you off the phone.

-Trying reverse psychology "whoa there, I don’t  even know if I want to sell you anything yet" 

-Jokingly saying “I'm not interested either, I just wanted to say hi and waste both of our time” has to be one of the most aggressive tactics and you’d better be quick witted and friendly in tone to pull off a joke at that point in the conversation

-Be creative in your own voice - but be ready for “I’m not interested” and find out what works for you!

• Address the Objection: If you can get the real objection, it's time to address it. If their objection is related to a lack of understanding about your product or service, you can provide more information to help them make an informed decision. If their objection is related to cost, you can find less expensive alternatives, etc.
• Provide Value: Even if the prospect isn't interested in your service at the moment, it's essential to provide value during the conversation. You can offer insights or information related to their finances and be able to demonstrate your expertise, which consumers highly value. In surveys I’ve led in the past we found that expertise was the second most desired value after price (of course).
• Ask to Remain in Touch: If the prospect still isn't interested after you've addressed their objections and provided value, it's important to ask to stay in touch. Saying something like "I understand you're not interested now, but may I follow up with you in the future?" can help to keep the conversation open and provide an opportunity for future sales.

Getting past the "I'm not interested" objection when calling leads requires getting creative, active listening, addressing objections, and providing value. Remember that objections are a natural part of the sales process, and with the right approach, you can turn them into opportunities!