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Sales Planning - The "I'm Not interested" Response

By Steven J. Schmidt

One way of handling this is by saying, "I understand that you aren't interested, but what is it that you're not interested in?" The customer will reply, "I'm not interested in getting cable."

At this point, all you've done so far is tell them that you are there to promote for the cable company, and you've told them absolutely nothing about trying to sell them any type of service. You are in essence playing "dumb", or pretending as if you have no idea what they are talking about. You are making them re-think to themselves, "Hmm, maybe this person isn't actually selling me something."

That's exactly what you want the customer to think. By agreeing with them this way, you want them to think that you are there just to inform them at this point during the sales process.


Let's assume that you are a pharmaceutical rep and you are going to a doctor's office to sell them the newest drug on the market in birth control. Once you talk to the doctor and all you get is "I'm sorry, but I really don't have any time right now," you remember to agree with him and reply, "I understand you're very busy Dr. Martin, but this will only take 30 seconds of your time."

Of course, the doctor is busy! He has patients all day long, who are sick or injured. However, your job as a sales person is to make him aware that you have what he needs. In addition, why should he have to go look for what he needs, when you can supply him with the convenience of bringing it right to his office? Who doesn't have 30 seconds to talk? Will your presentation take more than 30 seconds? Probably so! Does it matter at all? No, because you have something that he needs, and if you take "No, I don't have time" for an answer YOU WILL NOT MAKE MONEY!

Don't forget that in sales we are all on commission. Yes, there are lots of sales jobs that have salaries, but will the company that you work for, keep you on if you don't produce and make revenue for them? Of course not, so your job is to make sure that you tell the doctor with urgency that, "I just need 30 seconds of your time to explain myself," or " I just need 30 seconds of your time to explain why I cannot leave until i explain this drug, Doc!"

The name of the game that you have to think about, when overcoming an "I'm not interested" objection is urgency. People in general respond to urgency and can actually see that emotion because it has purpose behind it. With urgency comes belief in the product or service that you are selling. While you are selling a drug to a doctor, why should he buy the drug if you don't believe in it? Once you believe in it, it's your job to convince the doctor why you beleive in the product, and we will go ito that later on this site.

However while believing in the product yourself, you are trying to help the doctor's patients with something that will affect a human being's life in a positive way. That's when the urgency must come into play. You want your product to be sold in his office because the research and development has been proven that it will help reduce nausea, headaches, cramps and so on for women that take this birth control pill. You are basically telling the doctor, "You have to let me at least explain this to you because it will affect females' lives."

Sometimes it's not what you say, but how you say it. Now if you, the sales person, has the marriage down between what you are saying and how you are saying it down to a tee, you will not be denied, and customers will see and feel that urgency of not taking no for an answer.

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