“We Don’t Want It”

Probably not the thing you want to hear when you are presenting your product.

This means that the customer needs what you are selling and is probably using a similar product from someone else. However, your offer has not made enough of an impact on them to switch to you.

If this happens on the phone, most people just say thank you and put down the phone. If they’re in a meeting they say thank you and start gathering up their things to leave.

A good sales person though will see this as an opportunity and ask the customer what is it in their product offer that they can change that will make it more desirable for them. What unique feature or benefit could be made part of the offer that would make them sign the contract?

If you have built a rapport and relationship with the customer, they will open up about their requirements. It is then up to you to find a better fitting offer from your product range that could help tip the balance in your favor.

If you can tweak your offer in terms of product offering, services, complimentary product offers, availability, delivery terms, payment terms in a manner that suits the customer, you may bring them closer to making a deal. You can even throw in an offer to be a secondary supplier in case their existing supplier cannot fulfill their demands. This way you ensure that you can sell your product to the customer at some stage in the future.

Create a differentiation in your product which makes it more attractive and more desirable than other offers in the market. The key is to keep the customer engaged and build a rapport with the customer. It is your relationship with the customer that you are working on. The sale will follow.