BTQ

Account Manager

Politicker

Catalyst

Valued Contributor

Why is it so hard for prospects to say they're not interested?

I genuinely don't understand it.

For context, I have some opps that moved to a demo but no clear date and we're trying to get them back.

How hard is it to say "Hey BTQ - we're not interested". ? So now it's just emailing them fishing for an answer.

I know I likely have my answer because no answer implies they're not interested I'm mainly just ranting that it's rude to ghost & never reply back to emails.

rant over

😡 rant

32 comments

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RealPatrickBateman

Politicker

🔪Amateur Butcher🔪

Not to be "THAT GUY" but.... have you tried flipping the script?

Instead of, "can we schedule a demo?", etc (Yes being the keyword you are looking for)
Try "Do you see any reason why we shouldn't schedule a demo, etc"
No is easier for folks to say in this scenario, so great if it works. And getting a "Yes" means there's a reason behind the answer and an opportunity to find out "Why or Why not".

NOT a silver bullet, but I've used this many times with "Flaky" folks and it does work more often than not.

60% of the time it will work every time.

RandyLahey

Politicker

Account Executive

Genius reference

nolaydowns

Good Citizen

SAE

I’m gonna use that 60% line

Kosta_Konfucius

Politicker

Sales Rep

Yup, I know Josh Braun talks about this a lot. Sometimes giving them an out if they don’t seem motivated can save reps a lot of time rather than chasing a dead opportunity

RandyLahey

Politicker

Account Executive

This is the way. Lowering their Zone of resistance early allows you to get to No/yes faster.

nolaydowns

Good Citizen

SAE

This is a tricky piece of advice to give because if you know your client is in the market for your product, then I would follow-up till Jesus returns.

oldcloser

Arsonist

💀

My go to is “level with me.”

Hey Barney,

We agreed to a show n tell, but I’ve heard nothing back. Level with me, did I offend you somehow?
- or insert any other weird notion
Did my price scare you?
Did my cologne make you nauseous?
Did your budget get yanked?

Not sure why, but something about “level with me” that also works virtually sometimes.

nolaydowns

Good Citizen

SAE

I need all your responses in a word file.

oldcloser

Arsonist

💀

😂

BmajoR

Arsonist

Account Executive

Onto the next. Give them enough time and energy on your part and then move on. Not worth it draining you any further.

SoccerandSales

Big Shot

Account Executive

Respectfully call it out!

“Hey Prospect, I haven’t heard anything from you regarding scheduling the demonstration since we met last. Are you still interested in pursuing this project or should we reconnect when the timing is better”

CPTAmerica

Opinionated

President/CRO

How many books, videos, posts, WR threads are there on “objection handling?” That’s your answer.

We’ve proven time and again that we won’t accept “no” and then get frustrated when they won’t “just tell us no.”

nolaydowns

Good Citizen

SAE

I’ve sold many times to clients who gave me no’s initially. I guess it depends on the vertical.

CPTAmerica

Opinionated

President/CRO

Yes, this is exactly my point.

nolaydowns

Good Citizen

SAE

I think the main reason is because they don’t feel like they owe you the courtesy. Another reason is to avoid the confrontation.

CadenceCombat

Tycoon

Account Executive

What does a prospect gain by telling you they aren’t interested? Not a whole lot.

Alternatively, being pursued can help inflate their sense of self-importance, especially if their role is a thankless job (which most are these days). Some people are lazy and would rather bin your outreach than bother to respond. Some people avoid confrontation and don’t want to give you the opportunity to challenge their disinterest. Some people are uncomfortable with rejection even if they are the ones doing the rejecting. Hell, some might be so inexperienced with the buying process that they fear being honest and transparent with you because they think it will tip their hand and they’ll fall under the spell of your beautiful fucking eyes and be forced to buy a solution they don’t need…

People are fearful of what they don’t know or understand. We live in this arena and can take that for granted.

DataCorrupter

Politicker

Account Executive

This is one of the most insightful things I've seen on Bravado so far, bravo and hats off to you.
Very well said.

CadenceCombat

Tycoon

Account Executive

Thanks so much 🙂

aiko

Politicker

Sr. Account Executive

Yes, it is nice to receive a response even if its a "not interested" email, but if they've never been in your shoes before, they don't realize how much effort you are putting in for them.

Justatitle

Big Shot

Account Executive

I think it goes back to human nature. And they know that if they say not interested they may be questioned so they just ignore you.

Sunbunny31

Politicker

Sr Sales Executive 🐰

There’s also the presumptive end. “Since I haven’t heard from you, I’m going to guess you are (not interested/have taken another direction/have shelved the project). I’ll not waste any more time, but will be happy to reengage when the timing is better” and move on.

CuriousFox

WR Officer

🦊

People underestimate how effective this actually is.

SaaSguy

Tycoon

Account Executive

Give them an out and re-qualify each stage of your sales process.
I see this often with my teammates its obvious there prospect is not going to buy but will drag themselves through the sales process just to disappoint the rep at the end. I dont know it its a lack of self awareness or just desperation to make a sale?

Diablo

Politicker

Sr. AE

That sucks I know but can't help. I make a similar attempt and ask them to truthfully share whatever they have in mind so we don't waste each others time. Any idea how important is your solution to them and what happens with this delay?

Revenue_Rambo

Politicker

Director, Revenue Enablement

Here’s a simple answer… Buyers don’t know how to buy. 😮

At times our job as sellers is to simply ask the most obvious questions and explain the steps of the process.

JDialz

Politicker

Chief Operating Officer

We don’t prospect via email, but hear it on the phone often. If it’s totally cold I just hit em with a “not interested in what? Of course you’re not interested - you don’t know anything about me or my firm yet.”

Sdr

@RealPatrickBateman said it well, when a prospect is put in an "Yes" or "No" dilemma they feel pressure. On the other hand, with a curious approach you can increase your chances of getting an explanation. At the end of the day it comes with the job.

AnchorPoint

Politicker

Business Coach

Most people do not want confrontation.

Maximas

Tycoon

Senior Sales Executive

Sorry, it feels terrible, If you felt being ghosted, include at the bottom of your follow up email an option to opt out, if there's still no response gotta take it as a rejection sign unfortunately.Had same sit couple of days ago, when I had to send em a follow-up text on a property sale.
Dear Prospect,
I've been trying to reach you but the call kept diverted to voicemail.
Was just trying to remind you about the property photos if you still need to go ahead with a decent deal ,so that we can look into its status further to get things arranged.
So, please feel free to drop the photos as discussed on my email, whenever you're free.
No Absolute Pressure,if you think that you changed your mind, please reply back with "Unsubscribe".
BR,

CRAG112

Valued Contributor

Account Executive

It's because people in general tend to avoid conflict.

Go and watch Fight Club. And keep watching the scene where they are supposed to get in to a fight and lose. Says it all right there.

pirate

Big Shot

🦜☠️ Account Executive

I also don't get it. Or just saying now is not a good time instead of stringing me along for months. I guess just how some people do business.
On a plus side... usually those people or those companies never do well long term

CRAG112

Valued Contributor

Account Executive

I thought about this again and wanted to come back with an additional question.

What are you doing during your discovery process?
Are one of those things flat out asking if there is any reason to not move forward with a demo?

Basically giving people an out even after clarifying you understand why they are searching.

There is of course doing the BANT with open ended questions as well.

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BTQ

Why is it so hard for prospects to say they're not interested?

32 comments

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