What to Do When People Who Need You Say “I’m Not Interested”

If you’ve been in business or sales for any length of time, you’ve probably had this experience:

You’re talking with someone who definitely needs your product, program or service. They have the problem you solve, they want the outcome you offer… and yet, for some reason, they say they aren’t interested in working with you.

At this point, many people make the mistake of trying to talk them into making a purchase. They bulldoze ahead with a long list of the benefits of their product, hoping that if they can just get the other person to understand how great their offer is, they’ll make a sale.

There are three problems with this sales strategy:

1. It makes your potential client feel ignored and unheard.

2. It you look pushy, and it communicates that you care more about making a sale more than you do about your clients’ needs, concerns, and boundaries.

3. It carries a high risk of leaving the REASON they’re not interested unaddressed, so even if they do make a purchase, they might ask for a refund later because of that unresolved issue.

It’s very important to show your potential client that you care about them, and that you’re listening and focused on understanding them. This is especially vital if you’re a coach, since a big part of your job is to listen and understand.

So instead of forging ahead with a long list of the benefits you offer, focus on understanding your potential client and the reason for their reluctance.

Here’s a response for you to try: “Thank you for your honesty. To make sure I understand you: is solving (the problem/desire they mentioned) a priority for you at this time?”

If the answer is “no”:

Ask them if it’s likely to become a priority in the future, and get their contact information so you can follow up at that time.

If they’re open to discussing their situation further, explore what their difficulty is REALLY costing them. It might be a bigger problem than they realize, and that new understanding could cause it to become a priority for them.

For example, if they’re having trouble with their health, that doesn’t just affect the way they feel. Their lack of energy and mental clarity could be hindering the growth of their business or career, and if they’re in pain, that makes it harder to be patient and loving toward their family and friends. It could also be necessitating expensive medical treatments.

The goal here isn’t to scare or pressure them into making a purchase, but to help them get a realistic understanding of how their problem is affecting their life, so they can make an informed decision about whether or not to buy your product or program.

If the answer is “yes”:

At this point, reply, “Thanks for clarifying that. Solving (the problem) so you can (outcome you help them get) is the goal of (your offer), but it sounds like you aren’t sure it’s the right solution for you. Is that correct?”

This will open a dialogue that allows them to explain why they think your offer isn’t right for them. Take some time to explore the reasons for their reluctance, understand their concerns, and show them that you’re listening.

If their hesitation is based on a misunderstanding, you now have a chance to clear up that misunderstanding, in a way that makes you seem helpful and understanding instead of pushy.

This will enable you to build a stronger rapport with your clients, help them make a better and more informed decision, and increase your chances of making the sale.

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