We're not interested objection

Sometimes people use interest to mean more than just a casual interest and more to mean a want without saying want BUT when I switched from handing out brochures, DVDs, other materials AND sitting down with prospects who said, "Yea, I might be interested." to NOT handing out all that stuff BUT ONLY sitting down with people who said, "I want that." the result for me - was fewer appointments but more products sold.

Example. A couple of months ago a guy told me he wanted one of our weight loss products. We were at a meeting together so after the meeting we talked for a couple of minutes - I hardly knew him - I asked him about his childhood - we chatted - but when I asked him how serious he was he said he found it difficult to be consistent with our product. I told him when he was ready to buy and use it right I'd sell it to him - "I want you to get results and results take commitment."

A few weeks later he said he was still thinking about getting started - I asked him what was holding him up and he knows he starts and stops over and over and he knows that's not good - for losing weight he tells me.

I agreed and told him when he was ready let me know.

A few weeks ago he said he was ready so we met for 45 minutes - I got to know him more and decided I could trust him and enjoy our business relationship - BUT I also told him that if what we had met his expectations he'd also have to agree to mine which is a follow up system to help him develop a habit. He agreed and doing well!
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I'm self taught in almost everything I've learned - I follow in my dad's steps but he's much more disciplined - and in the high probability selling system I'm no different. I've read Mr. Werth's book four times but I've never enrolled in one of his trainings. So I'm a novice at HPS and I don't do it 100% like it's written - but I'm getting close.

When someone is hedging or not serious or is only interested I stop. I spent a few years using different techniques self taught for over coming objections, for probing to unearth this and that, to turn an interest into a want now. Here was the problem for me - no one else here may be in the same situation: I could force a sale from time to time on sheer energy and strength of presentation over coming weakness in the other person. OR I could help that person identify this or that and through the hoops buy my products.

So what's the problem with that? In my business repeat monthly ordering is my business - it's critical - and those closes mostly quit. BUT TODAY those who close themselves like the man I told you about mostly don't quit. AND I didn't have good self esteem in that era of my sales life.

When I look back to the customers we have going back ten and eleven years they also ordered because it was what they wanted and they got results. It was in my second year when I decided I had to become that Professional Salesman and read and study and get more polished - that's when the trouble began. That's when I was in my wilderness years - a lot of activity and some stuck - but too much didn't.

So my amateurish toddling inexperience in the beginning was pretty close to what I do today - and right. Right for me anyway.

MitchM

Quote:

Originally Posted by robhalv1

If you don't know how to find and identify high probability prospects, and you don't want to develop that skill, then your only alternative is to vigorously defend a second rate sales process.

- This statement implies that unless you are only working high probability prospects everything else is second rate.

I got the same impression from Jacques' post as robhalv1. Jacques if that wasn't what you meant would you explain what you did mean?

Quote:

Originally Posted by Gilbert

I got the same impression from Jacques' post as robhalv1. Jacques if that wasn't what you meant would you explain what you did mean?

He means exactly what he said. "If you don't know how to find and identify high probability prospects, and you don't want to develop that skill, then your only alternative is to vigorously defend a second rate sales process."

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I have been studying HPP & HPS for nearly 2 years now and I have trained my staff with these principles. This means that we DO NOT talk to or present people with our products and service who are not ready to business with us TODAY.

The results do not lie.

2 years ago, I was just another 100k per year salesman who was miserable with my boss and the company I was working for. Since then I have founded my own company, learned how to only deal with people who were only ready to business with me right now - and within 6 months trained a staff to do the same thing. I have gone from a low end 6 figure salary to a 7 figure salary in less than 2 years by studying and implementing this simple philosophy.

All you folks who want to knock it... and it doesn't matter what you sell - dang man, you're making a huge mistake.

Quote:

Originally Posted by bluenote

You advocate not to personally attack anyone on this site yet you squeeze your comments in at every opportunity against certain members of this community. What's your deal man?

Perhaps you didn't follow the thread and notice that my post was in direct response to another post?

My deal is that I don't care for people who act like self-promoting bullies. I tend to speak out against people like that.

Skip

Quote:

Originally Posted by Skip Anderson

Perhaps you didn't follow the thread and notice that my post was in direct response to another post?

My deal is that I don't care for people who act like self-promoting bullies. I tend to speak out against people like that.

Skip

I followed the post man... I follow all the posts. Sometimes I have something to say - sometimes I don't.

You clearly have a negative vibe towards certain members of this community Skip.

Quote:

All you folks who want to knock it... and it doesn't matter what you sell - dang man, you're making a huge mistake.

The argument is not whether HPP & HPS works or not it is about dealing with the "we're not interested" objection.

Prospecting is not "rocket science" and anybody who has been in the business long enough or wasted enough time dealing with unqualified prospects knows that dealing with prospects that are "willing, able and ready to buy" is more productive. I did not need to spend thousands of dollars or thousands of hours in training to figure that out!

Quote:

Originally Posted by robhalv1

The argument is not whether HPP & HPS works or not it is about dealing with the "we're not interested" objection.

Prospecting is not "rocket science" and anybody who has been in the business long enough or wasted enough time dealing with unqualified prospects knows that dealing with prospects that are "willing, able and ready to buy" is more productive. I did not need to spend thousands of dollars or thousands of hours in training to figure that out!

A valued observation. Thanks for keeping us on topic, robhalv1.

Quote:

Originally Posted by robhalv1

The argument is not whether HPP & HPS works or not it is about dealing with the "we're not interested" objection.

You are correct and the answer to that is simple. It is don't waste your time and resources dealing with prospects who are not interested. However, that concept seems to infuriate at least one very verbose poster - which is how we got to this point.

Quote:

Originally Posted by robhalv1

Prospecting is not "rocket science" and anybody who has been in the business long enough or wasted enough time dealing with unqualified prospects knows that dealing with prospects that are "willing, able and ready to buy" is more productive. I did not need to spend thousands of dollars or thousands of hours in training to figure that out!

You're right about that, too. However, it seems that some people think it is impossible to do that. And they will not stop, take a breath and consider how it can be done.

The training cost is really only six hundred dollars and the time required is about 2½ hours, twice a week, for five weeks. For some people, that beats continuing to waste time and resources on prospects who are merely "interested." Will they ever figure out how to spend almost all of their selling time with highly qualified prospects otherwise?

Quote:

that concept seems to infuriate at least one very verbose poster

Wow... I take it that HPP & HPS teaches insulting as a defense to failure.

Regardless, I think this is an important topic and would like to hear others opinions on it. The original questions is:

Quote:

We're not interested objection

Yikes, now what?

Do you push forward or turn around and walk out?

Jaques Werth believes that you should walk away and never be dealing with this type of prospect in the first place, i.e. don't waste your time and resources dealing with prospects who are not interested.

I believe that there are two options here. The first being the same as Jaques Werth in that you can simply walk away and not waste your time. But I also believe that there is a second option which would be to dig a little further and ask a few questions to determine whether or not this prospect is truly "not interested" or if it they just don't understand what you do or how your product or service may benefit them.

Thoughts?

Quote:

Originally Posted by robhalv1

Wow... I take it that HPP & HPS teaches insulting as a defense to failure.

Regardless, I think this is an important topic and would like to hear others opinions on it. The original questions is:

Jaques Werth believes that you should walk away and never be dealing with this type of prospect in the first place, i.e. don't waste your time and resources dealing with prospects who are not interested.

I believe that there are two options here. The first being the same as Jaques Werth in that you can simply walk away and not waste your time. But I also believe that there is a second option which would be to dig a little further and ask a few questions to determine whether or not this prospect is truly "not interested" or if it they just don't understand what you do or how your product or service may benefit them.

Thoughts?

Spot on, robhalv1.

For some, "not interested" is a black and white concept. For others, it is gray, and worthy of investigation. I suppose it also depends upon what kind of product/industry is involved, too.

We're not interested objection

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