I'm Not Interested
I'm Not
Interested
If you have heard it
once you have heard it a thousand times, I'm not interested! If this
is not true, you should ask yourself if you are spending enough time
on the street. Indeed, the response most often given by a prospect is
that they are happy doing nothing. Of course, your job is to make
them want to do what human nature compels them not to do: Do
something! Make a change!
What do you say when you
hear, "Thanks anyway, but our current service is fine." Do you walk
away? Of course not!
But, the merchant has a
pointóif they're satisfied with their current service, why
should they change to yours? Because your service will WOW them,
rather than just meet their basic needs. Try the following responses
to show them what they're missing!
"Great, I like to deal
with merchants who make good decisions. But, when the decision was
made to go with company X, maybe you didn't know about us. That may
have been the best choice then but now we offer: multiple check,
sales saver..."
"You may feel you're
satisfied because you weren't aware of all we offer. Let me tell you
some of our benefits and you'll see how you can go from satisfied to
ecstatic."
"Did you have a
different company before your current one? Why did you change? Were
you happy that you did? Well, it can be even better!"
"I think I understand
what you're saying. You don't want to go through the effort of
changing. Well, I can give you a variety of reasons why this will be
good for you, your business, and your personal well being. You won't
waste business time and resources chasing payments and you'll have
more time for a personal life."
"What do you like best
about your current service? Well, let me tell you how we can expand
on that and give you the best possible service."
"Fine is OK, but as you
know, business is tough and there is always someone nipping at your
heels. To thrive and not just survive your service has to be
exemplary. We know that, and that's why we strive to provide the best
(not just adequate) service. We want you to be thrilled with your
service, not just satisfied."
"Of course you're
satisfied, and the service is fine. But, don't you want more than
just the status quo? Don't you want something better for your
business?"
"Is it really fine? How
many claims did you submit last month? Did you have to call customer
service? Why? Did you get a prompt response? Was it the response you
wanted or was it just ëfine.'"
There are many companies
whose service is fine. The key is showing your prospect that your
service is exceptional.
Good
Selling!
Paul H.
Green
Editor-in-Chief
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