No one is "not interested"

Everyone is interested! There's no such thing as "not interested"

But there are a few caveats. Let me explain....

Who are you targeting?

Let me just talk a little bit about buyers when they say they’re not interested. If you have picked the right persona and your company has invested the right amount of money, resources, and time to understand who really benefits from your solutions, then every single person you speak to is interested. There’s no such thing as I’m not interested.

It’s never that they’re not interested, it is almost always just timing.

Switch your mindset.

When somebody says they are not interested the thought process you should be going through is...

"Deep down I know you are because I’ve done my research. My company has spent hundreds of thousands of pounds understanding who is interested and who can benefit from what we do. I just need identify the right time to articulate this value proposition

Don't believe me? Think about these examples below

I’m gonna give you some examples by taking a look at my life right now.

1. I am not interested in accountants until my accounts are due
2. I’m not interested in finding a better way to manage my emails until I have 1000 unread emails
3. I’m not interested in automating my closed lost to invoice sent process until I have to do it myself
4. I'm not interested in website analytics until I have enough traffic on my site
5. I'm not interested in Virtual assistance until I start missing deadlines and forgetting to send invoices

These are all things that at some point I’m going need help with.

The issues that most salespeople face is they're not asking the right questions to establish when something is mission critical. Salespeople are not asking existing customers who are already buying from them;

• "Why did you buy from us now?"
• "What was happening in your business?"
• "What were people saying?"
• "What was happening in the market and what was the industry telling you?"
• "What goals were you trying to meet that made you think that this thing right now is top priority?"

You can't force urgency. What you can do is raise the awareness of when something usually becomes mission critical based on the work you've already done, your understanding of a Prospect's business and other macro influences.

Find out what the circumstances need to be before something becomes a priority and stay close!

#alwaysbecurious