I think it is time to stop hearing “nothing going on” as the truth and start realizing that it is only a sales stop light. Your job as the inside salesperson is to turn the light from red to green.
“nothing going on” translates to I don’t…
• have time for you
• think you can help me with what I have going on
• have anything going on right this minute
This is typically heard early in a conversation. As RESISTANCE to accept a conversation (when defining a conversation as an exchange of ideas between people).
The second translation of “nothing going on” would be I don’t…
• believe in you or your company
• don’t need you / don’t need your company
This is an OBJECTION. When the prospect or customers is disagreeing with OR Opposing the idea of doing business together.
You may come up with a third or even forth translation.
Now think about who you hear “nothing going on” from the most: prospects or customers?
When you’re prospecting you are probably sounding like you’re selling something vs. helping them solve a problem.
When it is a customer it is likely you didn’t have a valuable reason for THEM to speak with you.
Step 1 – reevaluate your opening statement to make sure it clearly defines what is in it for them!
Step 2 – write an acknowledgement you’ve heard “nothing going on” along with a redirect question for the resistance
Step 3 – write an acknowledgement you’ve heard “nothing going on” – a story – and question for the objection
The key is to have a way to keep the conversation going right past “nothing going on”.
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