What are some effective probing questions to ask when a prospect says they are not interested?
When a prospect says they are not interested, it can be tempting to give up and move on to the next lead. However, not interested does not always mean no. Sometimes, it means not now, not sure, or not convinced. As a consultative seller, your role is to uncover the true reasons behind the objection and help the prospect see the value of your solution. To do that, you need to ask effective probing questions that can reveal their pain points, goals, challenges, and motivations. In this article, we will share some examples of probing questions you can use when a prospect says they are not interested, and how to use them to advance the conversation.
When dealing with a prospect who is not interested, it is important to ask why. This can help you gain a better understanding of their situation, needs, and priorities. Asking questions such as what their current goals and challenges are in their role, how they are addressing them, and what criteria they use to evaluate a potential solution can help you identify any misconceptions, gaps, or barriers that are preventing them from seeing the benefits of your offer. Additionally, it can help you compare your solution to their current or alternative options.
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Scott Stone
All things GTM.
Asking "why" again and again is your best tactic. As annoying as it sounds you have to keep asking why after every different and unique answer they give until you get to the heart of their reason for not buying. You are putting back layers of bs to get to the truth. You need this information to keep the deal alive and position your solution to solve the real problem
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Mike Berny
National Account Executive (Sales) at Asurint to help companies reduce time to hire, costs and compliance exposure for background screening services.
I would simply let them know that you understand, AND politely ask if it is a timing issue or if it just is NOT a priority. Then shut up and listen.
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Sharath Babu Dammu 👉ICF - PCC Aspirant
Discover the hidden reasons behind a prospect's disinterest with strategic probing questions that unveil their true concerns and needs. Understand Their Perspective: Ask open-ended questions like "Can you help me understand what aspects don't align with your needs?" which can show genuine interest and can reveal underlying issues. Uncover Unmet Needs: Probe gently with questions such as "What challenges are you currently facing?" or "What goals are you trying to achieve?" to uncover areas where your offering could provide value. By asking the right questions, you can uncover valuable insights that may turn a disinterested prospect into an engaged customer.
The next question you should ask is how the prospect measures success. This can help you understand their desired outcomes and show how you can help them reach them. Additionally, you can demonstrate your credibility and expertise by providing relevant case studies, testimonials, or data points that support your value proposition. To get a better understanding of their KPIs, you can ask questions such as: What are the key performance indicators that matter most to your organization? How do you track and report on them? What are the current results or benchmarks you are aiming for or exceeding? How can our solution help you improve or maintain them?
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Sharath Babu Dammu 👉ICF - PCC Aspirant
When faced with disinterest, strategic probing questions can uncover hidden objections and pave the way for a successful pitch. Understand Their Perspective: Ask, "Can you share more about what aspects don't resonate with you?" Which can show empathy and encourage the prospect to elaborate. Measure Success Criteria: Ask, "How do you typically measure the success of solutions like ours?" This will reveal their evaluation criteria and allow you to tailor your pitch accordingly. By asking insightful questions, you will better understand their concerns and align your pitch with their success metrics, increasing the chances of a positive outcome.
The final question you should ask is what would make the prospect interested. This can help uncover any hidden objections, concerns, or preferences that are preventing them from taking the next step and can also help tailor your pitch and offer to their specific needs and wants. Questions you can ask include what features or benefits they are looking for in a solution, what risks or drawbacks they are worried about, what factors or influences affect their decision-making process, and what next steps or actions they need to take to move forward.
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Scarlett Gordon
Global Customer Experience & Strategy Consultant | Sales Leader Business Transformation & Solutions
I have found it very helpful to offer two choices. An example of my response would be: Is this solution currently not a priority, or have you found a solution that is working well for you? If the prospect responds that it is not a priority, then follow up to identify the current priorities and possible opportunities. If the prospect has already found a solution, then find out if there are gaps in the solution that your company could address.
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Mark Boehm
We mitigate the canna-industry tax burden (§280E or not) without diluting owners' equity. Our attorney-vetted tax- and cost-reduction solutions 2X the profitability of non-public businesses with $3MM+ in Net Income.
In my experience, it's important to clarify precisely what the potential client is "not interested" in - a question along the lines of... thank you for the feedback, perhaps you'd be kind enough to help me understand, are you not interested in [the unique value proposition] I've outlined, or are there other factors we need to address?
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