Preempt the Objection, "Not Interested." Strategy 1 of 5

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Objection Free Selling icon
Objection 1 of 85: Not interested.

When does it usually occur? Initial contact.
Probable Cause: Prospect does not believe a need exists.
Objective: Establish a need.

Preemption Strategy one of five:

We just reviewed six ways to Prevent this objection. Now let's start looking at ways to Preempt it.

The prospect is "not interested" because they don't see a need for what you're selling.

Early in your interaction, draw the prospect's attention to a problem they would logically have that your Unique Selling Points (USPs) solve. Optionally, you could bring up a way your USP could help them achieve some goal related to their decision-making role.

If the problem is common enough, you could build it into your opening remarks. For example, "The reason I'm calling is to let you know that our company solved the costly and critical issues related to ________ (USP problem).

Using the example from previous blogs:

Feature: Plastic material
Advantage: Won't rust
Benefit: Eliminate replacement budget for rusty parts

"The reason I'm calling is to let you know that our company solved the costly and critical issues related to rusting parts which completely eliminates that part of your replacement budget (USP problem). Is now a good time to quickly verify some information?"

You would need to know the prospect uses parts that rust, that they have a replacement budget that’s greater than the cost to switch to your solution, and that the person you’re contacting is in charge of that part of the budget.

Write one of your Unique Selling Point’s FABs and plug it into this format to see how easy it is to preempt this objection.

Resources:

This blog's content comes from Chapter 6: Strategies Specific to Each Objection in the Objection Free Selling book.

See blog #8 related to how to conduct a Competitor Analysis to identify the objections you'll get, how to neutralize them, and how to develop Unique Selling Points. Also, see blog #9, Unique Selling Points.

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Dr. Robert “Bob” DeGroot, M.Ed., DCH
Author of 22 Best Selling eBooks



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© 2021 Robert P DeGroot

 

 

Dr. Robert "Bob" DeGroot is the founder and president of Sales Training International. He is a bestselling author, counselor, consultant, sales professional, and trainer. He has over 40 year's experience in the fields of sales, sales management, customer service, psychology, hypnosis, and program development. He holds a Bachelor of Arts degree in Psychology and Master of Education in School Psychology from Texas State University. He earned his Doctor of Clinical Hypnotherapy degree from the American Institute of Hypnotherapy. He is the author of 70 + Instructor-led training manuals, 50 + Web-based training courses, and 40 + books and ebooks.

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