Donald Kelly | Not Interested: Use The "Go Around The Block" Principle

You're having a wonderful time speaking with a prospect and believe they're going to take the deal. But when you go in to offer it, they quickly shut you down with the most disappointing sales objection: "not interested." Instead of tackling the objection with different common sales methods, try this unique strategy that I share in this episode.

What is the Go Around The Block Principle?

• Inspired by one of my trips, I created this concept to help tackle a sales objection that most reps seem to struggle with the most. 
• The idea is for you to prepare before the meeting by doing research on the prospect. You can use what you learn about the prospect to help connect with them better before pitching the deal again.

Deflect the Sales Objection

• I share a short story on how I used a prospect's area code to help build a better connection with them before closing a deal. 
• Of course, you won't always get this lucky, but try going on their LinkedIn profile to see if you can find a specific person, job role, or content they share to bring up during the meeting.
• Get the prospect to talk about something they're interested in; they will be more likely to hear your offer again.

"Your job right now is to have conversations. The more conversations you have, the more opportunity you have to get the person to listen." - Donald Kelly

Resources

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Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.            This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.            This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.