Not Interested

[yogooglethis]

There are two things working for someone who cold calls, chemistry and timing. You are looking for people who like your approach, voice, tone, what you have to say, and then there are people who happen to be thinking about their rate increase or if they have a good deal or not because the agent that signed them up years ago hasn't called them.
Don't push, pull, keep calling, your looking for chemistry and timing.

In response to the not interested objection I say '' well of course you are not interested because if you where you would have called me instead of me being the one that called you " am I right or am I right or am I right.Right,right,right....... but what I think you would find interesting is.........


Just kidding I wouldn't never use those Zig Zigler techniques.


Sure if you are a slick salesman with canned rebuttals at the ready for any objections you may be able a to keep your foot in the door that was about to be slammed shut on you a little longer and even occasionally converting a hostile prospect with no immediate need in to a sale but it takes much less energy and stress to wait until you happen upon those prospects to where you detect at least an inkling of interest to break out your best selling and closing techniques and as you said when there is some type of chemistry or an easy rapport with the prospect but most importantly it's all about the timing - AKA as luck.And we all know that being successful in sales is all about luck - the more you work the luckier you get!

 

[DHK]

Something that we need to remember, is that we, as salespeople have a "need for approval".

So do our prospects. That's why they say "let me think about it"... when they really mean "I'm not interested."

If someone says to you "I'm not interested"... just say "No problem. Thanks for your time. Have a good one." They don't have "need for approval" issues. They just want you to go away and they can return to whatever it was they were doing. Let them.

Some people may think of outside sales like being in combat... or being in a football game where you have to go through a lot of adversity in order to make a sale. That's an exhausting way to get through each day. They handle ALL objections in the same way... instead of clarifying, they are getting ready for a fight. (The best way is to think of every objection as a question that you need to answer... not a way to beat them over the head against their will.)

"If you have books on answering objections... burn them. Don't get objections." - John F. Savage, CLU.

I'd rather think of myself more like a waiter in a high end restaurant... offering water to a table. If they want it, they'll let me pour. If they don't want water... next table. You're sorting... not fighting.

No sweat. No bruises. And I can keep my composure much better instead of expecting a battle behind every door.

"There are only two kinds of sales: the easy one... and the one you didn't get." - John F. Savage, CLU.

 

[KidsGotHeart]

I agree about attacking objections up-front and not trying to overcome objection after objection. My question is what about the initial first knee-jerk objection. Is it worth it to overcome the first objection?

 

[Gooner]

I agree about attacking objections up-front and not trying to overcome objection after objection. My question is what about the initial first knee-jerk objection. Is it worth it to overcome the first objection?

I think it depends on the objection. An example, I walked into a home 2 weeks ago and the lady said she wasn't feeling good and couldn't talk that morning. I said, "no problem, but let me ask you a couple of questions just to see if you qualify when I come back...20 minutes later we wrote up the app for $1,500AP. Granted this was an FE client, so with a more traditional sale it might not have worked

 

[KidsGotHeart]

I think it depends on the objection. An example, I walked into a home 2 weeks ago and the lady said she wasn't feeling good and couldn't talk that morning. I said, "no problem, but let me ask you a couple of questions just to see if you qualify when I come back...20 minutes later we wrote up the app for $1,500AP. Granted this was an FE client, so with a more traditional sale it might not have worked

I don't need it depends, I need to know exactly what to say, and when to say it. That is a good example, but I was wondering more about cold prospecting. I assume you cheated and had a lead.

 

[Gooner]

I don't need it depends, I need to know exactly what to say, and when to say it. That is a good example, but I was wondering more about cold prospecting. I assume you cheated and had a lead.

Well if that's cheating, I slept with the teacher...had a lead and had my appt setter book the appointment. Can't help you with the cold door knocking stuff..I won't do it.

 

[Jerard]

Well if that's cheating, I slept with the teacher...had a lead and had my appt setter book the appointment. Can't help you with the cold door knocking stuff..I won't do it.

Hey...don't "knock it" until you've tried it....

 

[Gooner]

Hey...don't "knock it" until you've tried it....

Thanks for that...wasn't knocking it...just ain't gonna do it

 

[DHK]

Then you need to look at your initial greeting and determine if you are using any words that are causing automatic negative responses.

For example: bringing up "life insurance agent" will bring up automatic responses like:
- "I've already got some."
- "I have it at work."
- "I'm not interested."
- "I already have an agent."
- "I don't have any money." etc.

I would start out every survey door introduction with something like: "Hi, my name is DHK. I'm hoping you can help me out for a couple of minutes? I'm doing a survey and gathering opinions on families who have children here in (city) about life insurance in their financial planning. If I may ask (go straight into question 1)."

Look at these words and phrases:

- "I was hoping you could help me out for a couple of minutes?": Creates a little curiosity and you're asking for a favor.

- "I'm doing a survey": Okay, you're not asking for money.

- "About life insurance in financial planning for families who have children at home": Either it applies, or it doesn't... but it certainly will be unique compared to all the other people who knock.

They just may be willing to give their opinions and a little insight into their own situation because you made it 'safe' and 'comfortable' for them to open up and talk to you. You're not sounding like a typical amateur salesperson, and you're not sending any vibes that you want a sale right then and there.

If they don't want to help you complete a survey... "No problem. Thanks for your time. Have a good one." Go find someone else whose nice enough to do your survey.

IMO, if you're trying to do a clever introduction of some kind, then I call that "verbal spamming". It's annoying and doesn't work... unless you can follow up your description of what you do with a series of questions... but that's much less effective than simply asking people for their opinions.

 

[Gooner]

There's is a never ending thread somewhere on here about a life insurance survey. I believe it was jmatos or mmatos...something like that. I'm at a bar on my android app, so it's hard to search...maybe someone could post you the link.