When prospects say "not interested" before you've even started, skip the pitch and ask a situation question about their current provider instead. This lowers their guard enough to uncover a gap between where they are and where they want to be, letting you build a real conversation instead of hitting resistance.
The number one objection I got as a salesperson was not interested. In two industries I sold in, one B2B, one B2C, it was both cold calling. One was door-to-door when I was in college. The second one was cold calling companies on the phone. A lot of times prospects would say not interested before you even would get 5 words out of your mouth. So I had to learn quickly how to disarm the prospect. So instead of like, oh yeah, just so you know, John, I'm not quite sure I could even help yet. You know, we'd have to know a little bit more about your X and Y and Z because maybe you're better off staying with who you already have. Who do you guys have now for? And I go right into my first situation question. So what's your first job is to get them to get their guard down where they open up. And as you get into that conversation and you build that gap from where they are to where they want to be, then you can get far more assumptive. But if you try to get too assumptive too early in the conversation, especially with A types, you're going to trigger sales resistance like, oh, we're just looking around, or, oh, we're not interested, or, oh, you know, come back at a later time.
