5 Follow-Ups to Help You Overcome the ‘I’m Not Interested’ Objection From a Prospect

Image for 5 Follow-Ups to Help You Overcome the ‘I’m Not Interested’ Objection From a Prospect

Not sure how to handle “not interested” objections? You’re not alone. It’s been slaying sales reps since the dawn of time, and guess what? It’s not going anywhere.

How to handle “not interested” objections

Listen, people will always object – we can’t get around it; we just gotta get better at dealing with it.

Imagine your defensive prospect has two fists up, and they’re ducking and dodging your attempts to land your pitch. Your job on this call is to validate their concerns and preview your solution so they can put one fist down and start letting you in.

If you can do that, then congratulations, you just defeated the “I’m not interested” dragon. 

To hell with these objections – why do they happen?

Everyone strikes out in the sales busi- scratch that; in any business. It’s inevitable

But, try looking at it this way: a “no” or a “not interested” response from a potential customer is still an opportunity to learn about their problems, share details about your product, or qualify them for a later sale

Also, think about how often you strike out. If you hear the ultra common “I’m not interested” objection more than once or twice a week… it might be a hint that you’re doing something wrong. 

It might also be because: 

  • Your opening value statement (OVS) isn’t engaging enough 
  • Your prospect lacks budget
  • It’s not the right time 
  • They don’t know or trust your brand
  • They don’t need your product

The list doesn’t end there, but know this: No matter how far along you are in your career, you’re never above having to re-tool your sales process to accommodate both the regular and new clients you work with. 

If you can’t seem to overcome the “I’m not interested” objection, it’s high time to rethink that strategy, sales rep.

Overcoming objection in 5 simple ways 

Speaking of rethinking your strategy, it’s time to learn some new material. 

You need more than just a good OVS to get through to your customer – even some of the best pitches struggle to overcome the “I’m not interested” objection.

Try a new approach. If you hear an objection, get your prospect just a liiiittle more interested with follow-up questions or statements that provide details, examples, and empathy. Keep the conversation going, and make it easy to track their information. 

1. Let it all hang out

The details, of course. What else would we be talking about? 😉 Anywho…

Sometimes, your prospects aren’t interested because they just don’t know what the hell you’re talking about, and honestly, they don’t care enough to ask. 

And don’t get it twisted – it’s not your job to make them care just yet; it’s your job to make them curious.

sales prospecting

After they hit you with the objection, explain how the features of your solution differ from competitors and ask follow-up questions that will point out exactly why your product will meet their needs. 

Connect the dots for them, then gauge their interest in learning more.

Try this:

🗣 “I’m not asking you to make a decision at all. I’m only calling because we recently helped [name competitors] avoid [problem] on their [X that you have a solution for] while streamlining their lead management process. I wanted to ask you a few questions just to see if what we have to offer may be of some help to you as well. Would that be OK?

2. Show that you #canrelate 

You know what it’s like: Even if you’re interested, sometimes you just need more from a sales pitch to be convinced. That’s where showing your potential clients that you understand them comes into play. 

Express your empathy to overcome the “I’m not interested” objection and connect with your lead in a new way

How do you do that? Validate their concerns, humanize the call, and let them know you understand how they feel. Ask about their challenges.

Try these:

🗣 “It’s absolutely reasonable if you’re not interested in my first call to you. That’s why I want to allow us to schedule another, more formal time. For now, I’ll email you some incredible success cases that might pique your interest. If it does, I’d love for us to keep our appointment.”

🗣 “Not being interested at this particular time in the conversation is not uncommon and makes perfect sense. Should I put you on a 6-month follow up call?” 

Post-yes: “Awesome. What should I keep an eye out for in-between then?

3. Woo them with your highlight reel

Dazzle your prospects with shining examples of how other companies have successfully used your product to reach their goals – the more stats you can provide, the better. 

Whether you email them testimonials, provide customer references, or share the numbers behind why your product works, pull out any example necessary to get your prospect from “I’m not interested” to “I’m available on December 5.”

Try this:

🗣 “I know you’re not familiar with this yet, but like me and everyone else, I can tell you’re interested in [increasing production, return, etc.], and that’s why I’m calling. Let me ask you a quick question: if I could show you how you can [insert your unique benefit] while saving [time, money, etc.], would you be a bit more interested in setting up a meeting and finding out more?

4. Keep ‘em talking

Naturally, your prospect’s first instinct isn’t to say yes right off the bat, unless they’re pulling a Jim Carrey in “Yes Man.” (Which is unlikely.)

sales objection

To keep the pulse of the phone call beating, after the “I’m not interested” objection, ask your potential customer what is and isn’t working for them

It should be easy to know which questions to lead with if you’ve done your background research on the company – *clears throat* like you should before placing any call. But remember you’re tiptoeing on fragile ground, so don’t be too pushy. 

It should be easy to know which questions to lead with if you’ve done your background research on the company – *clears throat* like you should before placing any call. But remember you’re tiptoeing on fragile ground, so don’t be too pushy. 

_

Try these:

🗣 “What would have to change for you to be more open to something like this in the future?

🗣 “I’m sure something is missing in your X. What pain points do you have that you’d like to find a solution for?

5. Set yourself up for later and track their information 

Unless your prospect hangs up before you fully greet them, there’s always something to be gained on a sales call. 

If all else fails, you should end the phone call with a way to get in touch with your lead in the future, plus any relevant information that can help you close a potential sale. Just because they’re not interested right now doesn’t mean they won’t be later, right? Exactly.

That means taking note of anything important that you learned on the call, like their specific needs, budget, or who they currently work with. Don’t be afraid to sneak some qualifying questions in there, too. 

Besides being a general best practice, keeping track of your prospects this way will also save your ass when you call them back six months down the line and can’t remember anything. 

Try these:

🗣 “How about this: I’ll email you my contact information in case you ever do need anything, and then I’ll get out of your hair. By the way, would you be the best person to email this to or does someone else handle [department] now?

🗣 “I totally understand. I just want to make sure that you still know we’re here if you need something down the road. By the way, do you guys still carry/use/order [product]?

Will these help you close every single time? Probably not – there’s no winning formula. 

What will happen is you’ll build more confidence, shake up your usual sales strategy, and be able to use these examples to learn how to resolve customer objections – as opposed to just figuring out how quickly you can close a deal. 

Did you know we have a webinar about how to turbo charge your appointment setting? It might be just what you’re looking for to take your sales calls to the next level! 

appointment setting webinar

LEARN MORE