You've been able to connect with your buyer. Oh my gosh. Hallelujah had a conversation. Maybe
they've even asked some questions that they've responded to and then it happens. Your buyer says
we're not interested in this video. I'm gonna share with you the exact strategies
to use when your buyer says to you, we're not interested regardless of where that comes up
in the sales process. Hi, I'm Sean Casemore and I help you learn how to be a high performing sales
professional, helping you to earn more money and less time. If that sounds good to you,
make sure you click the like on this video and subscribe to the channel and you'll be notified
each and every time I release a new video, which is typically weekly. So your buyer has said you,
they're not interested, but here's the thing they are interested. They're just not interested right.
This moment. How do I know that? Well, let's be honest. The last time you were really not
interested in somebody, maybe it was a call you received while you're eating dinner, you picked
it up. If somebody trying to sell you something, what did you do? You hung up. You didn't give 'em
the time of day. You didn't invest a moment in them at all. So if your buyer is actually taking
time to tell you, they're not interested, other than saying, we're not interested in hanging out,
but if they're actually telling you this, maybe you've had a brief conversation. Maybe you've
actually given them a proposal or a quote, and this is their response. They are interested.
So you're telling me there's a chance.
Yeah,
What's behind this objection is typically time. Meaning that they're not interested right now,
but they might be interested later. And how do we know this? Well, because they didn't
just hang up on you. They didn't take you and kick you outta the room, right? They didn't
click the close button on zoom and walk away. They took the time to tell you this. Now you might say,
well, they're trying to be polite, Sean, maybe, but I'm gonna suggest it's a little bit deeper
than that. You see, not interested is a quick way to tell people, you know, we're not real
interested right now, or this might be a fit. We're just really not clear in how it helps us or,
you know, we're really busy right now. So we might wanna look at this later. I just don't really know
when that's what they're really saying. When they say we're not interested. So step one that I want
you to consider when somebody's not interested, don't just pack up, close up, close zoom,
walk into the office and walk away and say, well, what a waste of time? That was don't panic.
The guy's an actor. He's reading a script when they tell you not to panic. That's when you run,
When you stay in touch, let's talk about step number two, that I want you to follow.
When this happens. Step two, when your buyer says not interested. So step one was don't
panic. Step two. Is this shock therapy, shock therapy? Not, I don't mean paddles,
but shock therapy. What you want to do is respond with something that gets 'em to go,
oh, here's an example of that. Buyer says to you, Sean, this has been great. Appreciate your time.
We're just not interested right now. Response. You know what, Bob, I can appreciate that. I mean,
literally I kind of came outta the blue and we started discussing this without really knowing
more about your business and when the right time might be to introduce this. So let me ask
you a question. If now's not the right time, when is right. So that's the soft approach.
Here's a more bold, direct response. You could try. Buyer says, Sean, this has been really
good. Appreciate your time, but we're just not interested right now. You say, well, no,
you know, I completely understand Bob. You're not interested. I mean, I'm really just here sharing
how we might be able to help you, but there's a lot more questions I would have. And it's gonna
take some more time here. So I'm not surprised by your answer. Let me ask you a question.
Would it be good as a next step? If we, and then you lead into the next step, meet with their team,
have a follow up in a month. Okay. What you're noticing here is my response isn't oh,
I understand Bob. You know, I put a lot of time into this,
but okay. If, I guess if, if you're not interested, uh, I'll move on.
That's not what we wanna do. We wanna shock therapy, give them response that makes them go,
oh, this person gets it. So that's step number two. Now, if you're enjoying this video and tips,
couple things I'd really appreciate. If you could help me with number one, like the video
that helps the video grows that others can see it. Step two. If you've got techniques to share,
make sure you comment below with those techniques. I'd like to build this as a
community that helps everybody last but not least. If you haven't clicked the subscribe button yet,
I'm not sure what you're waiting for time is of the essence. Back to the video,
the buyer has said, they're not interested. You've responded with some shock therapy here,
presuming they don't kick yet the office, which is highly unlikely. Bob,
I'm letting you go.
Pardon?
here's what I want you to do. Next. Step three, revisit value. Now the value will depend on
what you're selling and hopefully you've had some strong discovery questions and discovery session
prior, so that you're equipped with understanding what your buyer does value and how you can offer
this. But we wanna revisit that. You see the reality is when somebody says they're
not interested. And what they're really saying is now is not the right time.
When we start to create these value pyramids, these steps of value that kind of overwhelm the
buyer with how much they're gonna get. Suddenly we can make what is not a priority right now,
a priority, but we have to be the ones to initiate and talk about the value
that value can include things like, uh, improving expenses, increasing sales, reducing downtime, uh,
improving customer satisfaction, right? The list goes on and on and on.
And again, if you've had a solid discovery session, you'll know this. So you wanna start
to hit them with the value. So something you might say as a response, as a follow up to shock therapy
is in our discussion earlier, Bob, we talked about how this product is actually gonna reduce
your downtime. Is that something then you're looking at as a priority for next year, I said
to a client recently we were talking about sales teams and they said, you know, we've been having
some problems with our sales teams discounting. And I hear that a lot. What I said to them was,
okay, we can, we can discuss this. We come up with a strategy to help. And then they decided to
wait. They decided to push that work with the team until next year. So my response was interesting.
So you're telling me that the, either they fixed the discounting problem or that that discounting
problem is okay until next year about some shock therapy and guess how they responded, right?
Because I'm taking shock therapy and value and putting it together, they can assess the value
they responded by. You know what? You're right. Let's talk about doing something
now. So you start to revisit the value, your product or services, providing your buyer,
which starts to shift their mindset a bit around why now might be the right time.
Step four. Now that you've stacked up, the value reminded them. We want to hit ROI.
Okay. Your buyer may be somebody that's focused on the investment now might not
be the right time because they don't think they have the money to make the investment right now.
Hey, it's me. Knock, knock. So, uh, you got, uh, you got my money,
huh? Oh yeah. I'll, I'll pay you soon.
They've got other things going on, other priorities for where they invest money. So
in which case you wanna make sure again, briefly a touch on the return on investment building on the
last time where we said, okay, Bob, you mentioned to me that, you know, if, if we introduce this
product, it's gonna cut your downtime in half. That was step three step four's ROI. Didn't
you mention that if we could cut your downtime in half, that that would actually pay for this within
the next three months, what I'd done, there is again, a little bit of shock therapy to get their
attention. I very quickly mentioned something of value that we discussed earlier and how my
product and service would be helpful to them. And then I've tapped into the back of that. The return
on investment, they would achieve what this does is again, for those buyers who are highly focused
on money and cost and saying, well now is not the right time because you don't have the money.
I'm reminding them of how quickly they can recoup this investment by purchasing now,
without saying it that way. So that's step number four. Step number five is to revisit
your offer. So you'll notice how all this goes together. Pretty quick. I've really given you
what three sentences in total, if that to use so far. So once we've revisited value, the earlier
example where I said, Hey, Bob, you mentioned to me that if we could do this, now, this had
actually cut your down time in half. Then I went to ROI. And if you cut your down time in half,
I think we agreed that this would pay for itself within three months. That's step number four,
ROI. Step number five is to revisit the offer. So would it make sense then that we move forward now,
but change our payment plan so that you can recoup this investment monthly instead of within three
months time, I'm going back to the offer and the options and revisiting them with the buyer.
Now that was a money offer. You might go back and give a different offer. So
let me run through one more example. So Bob, you said, if we could do this, it would cut your
downtime in half. Then I go to ROI and if we could cut the downtime in half, you said, this would pay
for itself within the last three months. Now I go to revisit the offer, not a money example.
So wouldn't it make sense that we bring your team in to talk about how we might introduce this
right now, to be able to recoup quickly and reduce that downtime issue that you have,
right? So that was more of a team focused approach. So different ways to approach this,
but the key is revisit your offer. You know, I'm a fan of bonus tips.
Here's the bonus tip. If you try this and it doesn't work and that can happen, right?
At least you tried that's step one. Here's what I want you to ask your buyer. If, if through
everything you've gone through, Bob says, and my example earlier, Bob says, no, Sean, just
sorry. Now's not the right time. Respond with this completely understand, Bob
really appreciate your time. If now's not the right time, when is, and then, and wait,
what you're trying to do now, the next best strategy. If I'm not gonna move us forward today,
I wanna get a date in the calendar to follow up with you. And you've gotta tell me what
that date is. I cannot suggest it. And then we put it in our calendars
and I follow up with you on that date. You know, and I work with sales teams across north
America. What I found predominantly is one of the biggest challenges is staying on track. When
we get these opportunities with buyers and we get objections, then we go back to our prospect list.
But if we haven't maintained activities, we don't have enough prospects to go back to. So for that
reason, I created what I call the 30 day sales action planner, a tool that you can use. It's a
PDF. You can print it off, you can apply it, use it however you want. There's a link below. Grab
your copy. There's no obligation. There's no cost at all. It's my way of trying to help you achieve
that high performing sales professional level. Let me suggest if you've been trying to recover
from objections, building your influence, maybe something that's important to you in sales. And
in fact influence is something we should all focus our attention on. If that's the case,
watch this video next to make sure you build your influence. And until next time get on out there,
use these strategies to overcome objections and let's go sell something. We'll talk to you soon.