Got this from an email sales site
"I was listening to a sales rep talk about an ins"I was listening to a sales rep talk about an insurance opportunity, and after the pitch (he never really asked me any questions but instead gave a canned presentation) I decided that it didn't sound like anything I would be interested in. When I told him this, he was very polite-then he called over his sales manager. This guy immediately began to start on the hard sell. He began to once again repeat the highlights of the sales presentation (but faster and a little more aggressively). When I expressed again that I was not interested, he began to yell at me. I got up and left-he followed and continued yelling. He never did ask me why I wasn't interested." urance opportunity, and after the pitch (he never really asked me any questions but instead gave a canned presentation) I decided that it didn't sound like anything I would be interested in. When I told him this, he was very polite-then he called over his sales manager. This guy immediately began to start on the hard sell. He began to once again repeat the highlights of the sales presentation (but faster and a little more aggressively). When I expressed again that I was not interested, he began to yell at me. I got up and left-he followed and continued yelling. He never did ask me why I wasn't interested."
"What went wrong?"
Indifference is the most difficult customer attitude to overcome. It can be caused by many factors, including satisfaction with a competitive product or service, the perception that you sell a commodity with no unique benefits, not being aware of existing needs, or simply the inability of the customer to see that he or she can do better.
Customers demonstrate indifference in a variety of ways. They may try to put you off or repeatedly postpone a scheduled meeting. They may appear bored or inattentive during your meeting. Or they may openly express their indifference with, “I’m sorry, but we’re just not interested at this time.”
Successful salespeople see indifference as a challenging opportunity to uncover unidentified needs or dissatisfaction.
Instead of focusing on their product or service, successful salespeople always focus on the customer’s situation and how it can be improved. However, you may not be able to plan all of your strategy beforehand; you have to follow the mood and reactions of the customer. Successful salespeople also know when walking away from the indifferent customer is not only acceptable but the best use of their time.
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