Interview with a Sales Coach Expert (Aaron Chong): Episode 5

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Handling Indecisiveness from Prospects While Selling

Always getting the “I’m not interested” response from prospects?

It’s disappointing…

… but it could be due to a number of reasons.

And NOT necessarily because you ‘suck’ at selling.

The main issue is that the prospect is not telling you why. 

Watch this video to see how expert sales coach Aaron Chong uses a systematic approach…

… to zero in on the real reason why someone doesn’t buy…

… and potentially turn their “Maybe” into a “Yes.”

Just this one tip could help you increase sales conversion rates by 20% or more.

 

Video Transcript

 

Speaker 1: So all you want to do is to start a conversation and check for interest so you have a different perception going to the other people. So when people reject you, you feel like, okay, you know what, I check for interest and it’s not there.


Speaker 2: So, Aaron, I got another personal question for you. Sometimes I send proposals or I talk to clients and I sense they’re not interested or they flat out tell me they’re not interested. And I’m sure lot of salespeople experience this. Why do you think this happens? I mean, they do approach you in the first place, but then they’re kind of not interested. What’s going on?


Speaker 1: Oh, so the scenario is that they’re actually approaching you in the first place. And they tell you they’re not interested?


Speaker 2: For me, it is. But I see a lot of other salespeople in sales situations where they approach people and they’re not interested. So but for me, it’s kind of like, yeah, they’re kind of interested to talk to you. But after a while they say, I’m not interested in your offer. Yeah, All right. How do you deal with that kind of situation?


Speaker 1: There’s two ways I look at it. Number one is your your your scenario just now where people are interested to come to you first. And after that, they’re not interested. So something must be happening along the way. All right. But another scenario is maybe you go and approach other people and people are not interested. Right. So that has to be a problem with qualification pre qualification, meaning do you even do a targeting talking to the right people? If not talking the wrong people, people is not going to be interested. Very simple to sell bras. So are you going to sell a bra to a man and talk to a man?


Speaker 2: Well, in usual cases, no. But in some extreme cases, yes.


Speaker 1: In certain cases, yes. But how many men is going to tell you, Hey, I’m interested in the bra?


Speaker 2: Very few.


Speaker 1: Hey, this is the best bra in the world. You’re going to see interest in that.


Speaker 2: The chances of them buying a bra is very low.


Speaker 1: Exactly. So if I go to a man and I say, Hey. These are cages of coal. There’s a way to make this. I’m not sure if you’re interested in that or not. You can take this and test. Do I get interest right now?


Speaker 2: Absolutely.


Speaker 1: Exactly. So you need to know what is actually important to other people as well. So is the thing, when people say not interested, the main problem is with a lot of people, they think everyone is a customer. And whenever they talk to somebody, they expect people to be interested. And that expectation is the one that destroyed the sales for them.


Speaker 2: And they lose the motivation after a while, right?


Speaker 1: Of course, if you keep on getting rejected, who in the sane mind would keep on getting rejected and still feel strong after?


Speaker 2: Thank you so much for watching our video. Just a quick interruption to remind you, if you are watching this on YouTube to like and subscribe and check out all our other videos on the channel. And if you’re checking out this video on our blog post, make sure you check out all the other blog posts on our website. So thank you so much. And back to the rest of the video.


Speaker 1: So that.


Speaker 2: I don’t know. Unless you enjoy rejection. Right.


Speaker 1: Which is like to a certain point, if you if there is a point where you get so flat out and you’re desensitizing yourself towards it, that could be the point, right? Like me, I’m desensitizing myself towards rejection anyway. Right. That’s a mindset. So you can actually practice the mindset. But here’s the thing. The first scenario is very good and approach other people. So the problem with a lot of people, they say you don’t go and pre-qualify other people and you don’t even assess whether that person is the actual ideal customer that you can actually approach or the potential customer you can actually approach. Right? Without assessing that, you just go and approach immediately and you’re using your own ways of talking to them. Probably the old ways, the traditional ways, the normal ways where you don’t trigger any interest talk or don’t trigger any response that is positive. You’re just there to try to sell something. Hey, you know, are you interested by this? Of course people are going to tell you not interested. All right. So the first thing is the targeting, right? Are you talking to the right people? So the pre qualification is very important. Now, the second thing is that when you start a conversation with other people, you must make sure that the conversations start with a opener that will instigate or leads to opening a conversation. Continuing the conversation. Right. A lot of people, what they do is that they go into a sales conversation expecting the other person would buy, by the way, that actually talk. So, hey, I got this for you. This got a lot of benefits and would you buy right now? So that’s what normally people does. So here’s the thing you want to avoid this altogether by. Thinking in your brain that the person is not going to buy anyway. Right. A lot of people. And if you go in and have the mindset of, okay, I want to close the sale and talking to this person, I’m hoping he will buy and that is when you get disappointed. And you won’t want to do things anymore. If you go to and check for interest, if he is not interested, you are expecting that anyway. So chances are, if you talk to ten people, maybe only two people will recognize the interest, and that’s good enough. I don’t want the other eight people That’s not going to be ready to buy from me. Yeah, they may not be ready now. They may be ready some other time. But at that particular moment, they may not even have a problem that I can actually potentially solve for them. So it’s a genuine case. But we go there and we do pre-qualification. We assess a certain some certain question in whatever industry they are doing right now. For example, you’re doing marketing. So you ask them certain questions. You need to understand whether they’re doing anything in marketing or not. Right. Are they having any problem with not having enough customers? Are they having problems with not getting revenue or some other marketing problem? So for them, are they even doing marketing in the first place? If they’re not doing anything, they’re interested in the first place.


Speaker 2: Will be a very hard sell.


Speaker 1: Exactly. Unless you get how you got the conversation. So they don’t have anything to do with marketing. They are not doing any marketing at all. And they have customers. So we need to figure the pot. We need to slowly talk and trigger the conversation to a point where they say, Hey, realize if I can do marketing and this will be more beneficial for me, I have this kind of things that I can do. I can lessen my effort doing something less in my time. That’s where you want to get them to, to think. And they will say, Hey, now I got a reason to consider even doing marketing. I have an interest. Okay. So the key thing here is to build interest first, to check for interest and build the interest, not to close the sales. Right. So in your situation where somebody is interested and come and talk to you and in the end, they say they’re not interested. So I can see a couple of things happening. It could be an automatic responses where they don’t want to give you any outs or any information so that can actually close them. All right. They’re probably shopping around and maybe also they are, if you think from the end right there, maybe getting quotations just to do a comparison, because chances are the most, as you know, get me five quotations and unfortunately, it could be one of them.


Speaker 2: Yep.


Speaker 1: And if you don’t diagnose enough, you won’t know that you thought they were interested. They want to buy. So what happened is, if you go in with the mindset of, Oh, they’re interested, I want to buy, but you don’t find out that actually trying to look for quotation. And that’s the thing they do. Then you’ll be maybe a sacrificial goat for them. Right. Just just there’s a statistic in the quotation that to be sent out and you get compared. And you know what? They did the job. If I were you, I would always ask, Okay, so how do you make a decision on before we actually begin? Right. So let’s just say everything we do is good for you. You okay with the price? Everything. So how do you even make a decision on a purchase like this? Right. What? What must be. What must happen first? In order for you to make a decision like this? Right, then I will tell you the process. So try to dig out the process first or they must do quotation everything. So it’s this in a stage of quotation. Once they answer you right, you dig further. If this is this is your question, great. Can I help you to prepare all these quotations and everything to help you do this? Why is the most challenging thing when you’re trying to prepare? Quotation How would your boss sit and make decision when they see this type of quotation? What the most important criteria when you want to decide on a purchase like this, besides the price, what is important to you? I want to find out about all that first.


Speaker 2: Before.


Speaker 1: I even propose. And most people I understand what they do. Oh, you’re interested. Good. You want to do this? Okay. I’ll send you a proposal, then I’ll wait. So they’re playing in a game of just throwing up whatever to the customer, and they’re hoping the customer would buy.


Speaker 2: Right. And you might spend 2 hours creating that proposal, and then it’s just use the pride shop or something.


Speaker 1: Yeah. And you do not know whether they’re going to be price shopping and even got one way to I can actually tolerate if they come in and price shop right, I would normally push them away and I would be in the position that I, I will position myself as I don’t even need to sell. Why do I say this? Because if you need to sell and you feel pressured by it, chances are you will go and chase the sale. Look. Forces of nature tells us this. Even forces of physics tells you this. The more you push, the more the thing will go away. Yeah. Right.


Speaker 2: So true.


Speaker 1: So you want to pull something to you? You must move away. Mm hmm. Right. So you have that mindset within you that you are willing. Not many people are willing to do this, but if you just willing to push the deal away, then what happened is you will see miracles happen as counter intuitive as it may sound, but people will be attached to people that are willing to push people. It doesn’t mean to be in condescending way in this respectful way. This is more respectful way of doing it. For example, I would say, you know, it sounds like you are shopping around for everything. I can help you to get three other quotations and everything as well if you need my help. But at this moment, I think a shopping around. How about like this? My quotation remain like that. So if you feel that after you shop around, you don’t feel like you found anything that really interests you or you like. Come back to me last. And we can talk about it. I will still be willing to help you. Look, even you needing to deal with so many push away people more like more likely to come to you. Right. But not many people is willing to do this. They just wanted to deal so badly. And that will kill the sales.


Speaker 2: When you have an attachment to actually closing the deal, that’s when that puts you in a bad negotiating position.


Speaker 1: Yeah, because your mindset has been affected by that. You will do every single thing in your power and the brains help you to take those actions that will try to win the deal. But it’s that, right? I would do the opposite.


Speaker 2: Yep. That’s awesome advice. Thanks, Aaron.


Speaker 1: Welcome.

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