The “not interested” objection: what’s behind it and how to respond
Why “not interested” comes so early, how to tell whether it’s about the call or the topic, four responses, and the moment to accept a no.
It also sounds like this: “We don’t need that.”, “That’s not for us.”, “No need.”
When the objection comes
Almost always comes in the first seconds of a cold call, before the person knows what it’s about. Later in a conversation it is rarer, and then usually meant seriously.
What’s behind it
A reaction to the interruption.
How to tell: Comes before you have said why you’re calling.
The topic really doesn’t fit.
How to tell: Comes after your sentence about the reason, and with a reason of its own: “We don’t even have a field sales team.”
Too many similar calls.
How to tell: Tone and pace say “another one of these”. The person knows the pattern and cuts it off early.
How to respond
“Fair enough, I did interrupt you. Can I tell you in one sentence what it’s about? Then you tell me whether it fits.”
Acknowledges the interruption instead of ignoring it, and asks for exactly one sentence. A small request is rarely refused.
“That may well be. What makes you say that?”
For the no with a reason. The answer shows whether your assumption about the company was wrong, and then the conversation is rightly over.
“No problem. Would it be relevant for someone else at your company?”
If you have reached the wrong person, this is the most useful question of the whole call.
“Thanks for the clear answer. Have a good day.”
For the second no. Leave politely and you can call again in a year with a new reason. Push, and you can’t.
What not to say
“Why not?”
Sounds as if they owe you a justification, and turns a reflex into a position the person then defends.
Listing the benefits straight away.
Nobody listens to a list after “not interested”. One sentence on the reason, then a question.
“A lot of people say that at first …”
Comes across as a trick from a script, which is exactly what it is.
If the objection stays
A second “not interested” is a no. End the conversation politely, note when and why, and don’t call again next week. If the person asks not to be called again, the number goes on your do-not-call list straight away.
Frequently asked questions
Why do so many people say “not interested” straight away?
Because the call is an interruption, and “not interested” is the fastest way to end it. The rejection is usually about the call, not the topic. That’s why a single sentence about the reason is worth it.
Should I push back after “not interested”?
Once: by asking for one sentence, or by asking for the reason. A second no is an answer and is treated as one.
How do I avoid “not interested” in the opening?
With a reason instead of an introduction: why are you calling this particular company, and why now? An opening that starts with your company name and your product invites the reflex.
More objections
- “I don’t have time right now.”
- “We already work with another provider.”
- “Where did you get my number?”
All objections at a glance, with two responses each →Objection handling techniques: from the clarifying question to pre-empting →
More free resources, no sign-up
- Cold calling scriptFrom the gatekeeper to the meeting, with the objections of the first minute.
- Sales call checklistFrom preparation to follow-up, to tick off and print.
- Sales call script templateSix phases with lines to adapt for a first B2B call.
- Discovery questionsQuestions in eight areas, from the current situation to the next step.
- Objection handling techniquesNine techniques from the clarifying question to pre-empting, with example lines.
- Buying signalsHow to hear that a buyer is ready, and what to say then.