Gong's research also found top-performing reps speak more slowly than average reps (176wpm vs. While it may seem undesirable to move from “not interested” to yet another sales objection, these secondary objections are usually more rational and less knee-jerk. I understand that improving W, X, and Y are important KPIs for you and your business as well - can you share with me why improving these metrics is not of any interest to you at this time?"Īsking this question gets the prospect to think about your product and/or value proposition in the context of their business and role and also helps you move beyond the initial resistance -usually into another objection. I understand why you may feel that this is not of any interest to you however, I can assure you that director at CLIENT X told me the exact same thing and now he is using our solution to do W, X, and Y. In fact, research from Gong.io suggests high performing salespeople follow up objections with questions 54% of the time, while average performers followed up with questions only 31% of the time. Ask questions to understand why the prospect is objecting while maintaining your composure. However, you have a good reason for calling the prospect and you already know exactly why the prospect should be interested. A very terse objection, this one can be the most difficult objection for newer SDRs to overcome. When you hear this, the prospect is dismissive, and probably did not listen to what was being said. "Why isn't this of interest to you at this time?"įile this one under “invalid reason.” Usually this is more of an emotional response to pesky salespeople taking up precious time. "Would you close today if we offered you a month-to-month plan?"."Acting now ensures you capture this value add immediately."."Buying now will ensure a smooth transition as new teammates join."."I'm glad to hear you're already working with a provider."."We should connect to discuss the benefits for you when budget does open up."."Why isn't this of interest to you at this time?".
MHRA 'MCA', All Acronyms, 4 March 2023, Bluebook All Acronyms, MCA (Mar.
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