“We’re not interested" is not an invitation.

How often have you heard this during a prospecting call?“Sorry, we’re not interested.”“We already have a supplier.”“We’re not in the market right now.”So, what’re you going to do?Unfortunately, many sellers have been trained that statements of disinterest are merely objections to be overcome. That they are invitations to "sell harder.” The ego demands satisfaction.Here’s the problem... Statements of disinterest are usually facts, not objections.I own a business. I'm approached by salespeople every day of the week. If I tell a seller that I'm not interested, what I really mean is that I am not interested. I'm not inviting them to consume more of my time to try harder to sell me.How about you? If you receive a sales call and tell the caller “I’m not interested,” do you actually mean it? Or, is that your way of asking the seller to keep selling to you?I am frequently asked by salespeople, “What should I do when people say they’re not interested?”My first sales boss, Ray, had the best answer to this question: “Go find someone who is.”It’s all part of what I call my Big World Rule. It’s pretty simple. It’s been proven effective for thousands of sellers. Here it is."It's a Big World. There are a lot of willing prospects for you to call on (that fit your ideal customer profile). Go find one."So, before you go chasing disinterested suspects, here are three good questions to ask yourself (or, to ask your sellers if you’re a sales manager) to determine if you’re using your time wisely:

1. Name two good business reasons why you should invest your time to pursue this disinterested suspect instead of investing your time to develop a prospect that has a genuine interest?
2. How many selling hours will you need to invest before the suspect becomes a qualified buyer?
3. How many selling hours will you need to spend to develop your next new prospect?

It all boils down to your choice. How are you going to spend your time?If you squander time trying to convince a reluctant “pre-prospect” to talk with you, you'll find yourself short of time to develop the real prospects that will make a purchase decision. - Andy