"I'm not interested."
"Send me some literature."
"I'm too busy right now."
"It's not in our budget right now."
If you've heard these brush-offs when you're calling prospects, you probably gave up and ended the call. Or maybe you sent the prospect a brochure and then waited, and waited, and waited...
It needn't be that way, according to sales blitz expert Andrea Sittig-Rolf. "In many cases, the prospect may actually be interested but too distracted by other things to take advantage of the fact that you--an expert--is available to talk," she explains.
Sittig-Rolf recommends giving the prospects the opportunity to avail themselves of your expertise by treating the brush-offs as opportunities to make an appointment for a more substantive meeting:
The responses above are intended to set up a face-to-face meeting, but can of course be easily adapted to set up telephone meetings.
It does take courage to execute this technique, but consider: if you're selling something essential, you owe it to the prospect to be a bit aggressive.
Like this post? If so, sign up for the free Sales Source newsletter.