This is the title of a recent piece by one of the industry trainers, Wendy Weiss.
In her article, Wendy suggests getting an "I'm not interested" is because your script or its delivery isn't good enough. While that may be partly true, it's not the biggest reason for that reaction.
She writes:
"If you have a compelling script with stellar delivery, you will hardly ever hear the words, 'I'm not interested.' That's because you will actually be saying something interesting!"
She concludes, "Before you ever pick up the phone, have the answer to the question: 'Why should this prospect be interested?' If you have that answer, you will never again hear: 'I'm not interested.'"
Hilton Johnson teaches the same thing…
"If the prospect is not sold on your offer and is just using this as
an excuse to get rid of you, you probably have a weak
presentation…"
And of course they offer programs to help you develop your presentations.
Yes, what you say DOES matter. I myself teach people how to talk to others about their business or their products. I have a whole book on it.
But here's my take on the role of your presentation: It can help you get interest from the few who are of like mind, but it does nothing like guarantee an "I'm interested" from most people.
Even with a good presentation, most people will still say no.
E.g. On the recruiting side, only 1/100 or so say they want to do any kind of 100% commission sales. So no matter what you say, 99/100 will say no. If you sweet talk them into it, they soon drop out, like 95% already do.
On the customer side, perhaps one in 10 or 20 will have an interest in your product or service, regardless of what you say (provided it's true and not full of empty promises).
For example, I eat organic. Nothing a regular store like Safeway or Price Chopper advertises there will ever get me to go into one of those stores. I just prefer organic because I believe it is easier on my body. Right or wrong, that's me. All their advertising and presentations are wasted on me, regardless of how stellar they are.
If Nordstrom is having a shoe sale on size 6 shoes, I won't go. I'm a size 8.
There is nothing for everyone. Mass marketing is very much on the wane. Niche marketing is in vogue and some of the big companies are learning that.
If a person doesn't care about alternatives to drugs and surgery, they won't have an interest in your natural product. If someone doesn't play tennis, they can't be your tennis partner. No matter how wonderful you tell them tennis is.
Moral: Your words are only part of the answer. Bigger is recognizing that even with the best story and script, some people will be a match, most not. Learn to let go of those who are not part of your niche. Learn to do niche prospecting – YOUR niche – the one you know and love. That's where your words will more likely fall on open ears.
Do you really want to do therapy on the rest of the world?
Are they asking you to?
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Nobody can answer this question.
By: JGgotogirl | 11-07-2008
What is the market size in the United States for tactical flashlights? How many are sold each year? How many are sold to police, military, security personnel and other relevant protective services?
Where or how could i become a promoter of NYC in Japan and vise versa?
By: euro777 | 11-07-2008
Hello How would one become a promoter of New York City for Japanese people living in Japan. I live in New York, but my wife is Japanese. I also love Japan and love to travel there but i do live in New York. Working as a promoter would be ideal work for me( better than working in restaurant) Thank you all in advance urmas mollerson
PR or Marketing???What is more ...
By: arllyn | 10-07-2008
PR or Marketing???What is more creative????
Scm review
By: anil kumar | 10-07-2008
can rising petrol price can destroy the supply chain management concept
Phorm illegal interception also copyright of websites visited.
By: illegal | 03-07-2008
You have a child with their own computer, this child is not the ISP account holder a webwise page pops up this child spots the name webwise and associates this with the BBC program he uses at school so clicks to allow. This child has just been allowed to alter the T&C of the ISP account while under the age of being allowed to give informed consent, The ISP now is profiling a minor without parental consent, changed the customers T&C without his verifiaction. Would this fall into invaision of privacy since the person consenting was mislead by false advertising yes Phorm selected an alreadyb known and trusted name by children used by the BBC. 1. Would this be breaking the law? 2. Why does the account holder have to verify wioth password to login or even talk to the ISP about anything but a child can change the T&C without any way to verify it is the account holder? 3. Interception of the browser is illegal so how can Phorm suceed without breaking the law? 4.Websites you visit all have copyright you can visit but are not supposed to copy, proccess for material gain this phorm will do who wil pay the website owners for breaching their copyright? 5. Why will phorm not follow the robots.txt for its own instead of googles? 6. With such as google I can delete cookies and any tracking they are doing is stopped, with phorm it is on my connection so can never turn it off 100% have tot ake the word of one person who has no reputation since he has been hijaking browsers illegally for years would you trust this knowing that?
A tide of public awareness?
By: www.mywebusage.com | 02-07-2008
you seem to be confident that these changes are only taking place on a corporate side. I fear that this assumption could be a little shortsighted. How do you propose that advertisers can counteract the rise in public awareness of advertising technologies which were previously operated "under the covers". After all how many people are prepared to stop and talk to marketing or PR enquiries on the high street? when people are given the option they invariably decide to opt-out.How can the "marketing intelligence industry" tackle this rise in "public awareness"?
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