Script Break It Down Customer Concern Put the Customer Concern to REST Similar Closes
You have reached out to a potential customer Steve who tells you that he is not interested in your product right now.
Right now the customer believes they are too busy to hear from you and they don't know yet that they need your product.
Your goal here is to give the customer a reason to allow you five minutes to begin your value proposition.
“Well of course you are not interested Steve. I would not be interested either if I had as little information about my product as you have. The fact is, if you were already interested you would have been calling me. However, I am calling you because I know you will be interested in my product if you give me just 5 minutes to tell you about it. Believe me my time is valuable, just as yours is and I wouldn't waste it calling someone who does not have a need for my product. Please allow me just 5 minutes to show you why you should be interested. What's the worst that could happen, we determine you truly don't have a need for my product, and I will never bother you again. Can you allow me that five minutes?”
This solution works because it aligns you with your customer in a way the customer is not expecting. Remember the goal of this is to get the customer to allow you to tell them about your product, not to sell them the product yet.
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