Monthly Archives: June 2018

Turning the “No Interest” Customer into “The Process Continues Sale”

Turning the “No Interest” Customer into “The Process Continues Sale”

Like pulling a rabbit from a top hat, converting “no-interest” customers into clients may seem like a magic trick that creates something out of nothing. I recommend gently coaxing the rabbit (or client), rather than using a hard tug on the ears!

If you approach a new customer and she responds, “Sorry, not interested,” try this method:

First, reject the concept of overcoming the customer’s objections. The customer has a right to express concern and your job is to first learn the reasons why they are not interested.

Ask instead, “Would you tell me about why you aren’t interested?” A true sales magician has to understand the reasons for the concern.  They might respond:

  • “I don’t need that!” (No perceived value).
  • “My current supplier already takes care of that.” (Already has a similar product).
  • “You want $1,000 for that?” (Price is too high).
  • “I just recently purchased Product A from you, but I really have no interest in Product B!” (Cross-selling the customer too fast after a successful sale, or pitching an unrelated product).

No matter what reason the client gives, be prepared to hear the underlying concern and acknowledge that it is reasonable! e.g. “I can see why it would seem odd to purchase ABC, when you already have something that takes care of your problem.”

Next, ask permission to question the customer: “Before I leave, may I ask you a few questions?”  Most customers allow you to ask a question or two after they have turned you down. Saying ‘Before I leave’ communicates that you will not take up too much time.

Here is where you will have to think on your feet as you dig deeper into possible other needs or issues the customer might have.  Your objective here is to elevate the person’s interest in an area perhaps that you believe the customer may be experiencing an issue.  The objective is NOT to make a sale, but to challenge the customer with an idea that may be of value to her. Depending on the question you ask, this may actually turn into an interest that you can respond to.

Finally, end your conversation by asking: “Mr. Customer, while there may not be an opportunity today, may I call you back in 60 to 90 days?” The point of this interaction is opening a door for the process to continue, not making a sale. This gentle prod may lead to sales magic later down the road.

Happy Selling!

Podcast 14 – Interview With Tim Riesterer – Part 2

Interview With Tim Riesterer: Part 2

This is Part 2 of our discussion with Tim Riesterer, co-author of The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale.

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Podcast 13 – Interview With Tim Riesterer – Part 1

Interview With Tim Riesterer: Part 1

Our latest interview is with Tim Riesterer, co-author of The Three Value Conversations:How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale. Tim is Chief Strategy and Marketing Officer of Corporate Visions, responsible for leading the strategic direction of the company in thought leadership, positioning and product development. This is Part 1 of a two part discussion.

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Podcast 16 – Interview With Tim Rethlake

Interview With Tim Rethlake

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This month, we had the pleasure of speaking with Tim Rethlake, Vice President of Hearth and Home Technologies, the world’s leading producer and installer of hearth and fireplace products. Hearth and Home Technologies is a part of HNI, a highly successful Fortune 500 company.

We invited Tim to share his insights on his position and how what he does is improving the effectiveness of their sales force. Tim is Vice President of Sales Enablement. Sales Enablement is a new term that has surfaced in recent years, but it is the first time we have seen a person with that title in the building materials industry, and we were eager to learn more.

Tim will share with you how his company is forward-looking and how they elect to raise-the-bar for their sales organization. Enjoy the podcast!

Podcast 12 – Interview With Michael Toner

Interview With Michael Toner

We recently connected with Michael Toner, Chief Sales Officer of National Accounts for The Travelers. Michael is a raving fan of our book RAINMAKER!, who agreed to be interviewed on the impact it has had for him and members of his team. I believe you will enjoy his message!

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