What is a “Not Interested?”

A “not interested” is a dial tone…

In the past that’s what we used to say. But nowadays with all the federal regulations we need to approach this subject on a different way.

When a client says “I’m not Interested” we need to push with a polite respectful attitude. Don’t give up!

A couple of suggestions;

When a customer cuts you off before you get a chance to make the offer try. “Bob, please give me just one minute of your time to inform you what this about (continue talking) I’m calling from the largest travel company in the world, Wyndham, and I’m just calling to offer you a holiday in Las Vegas including Air, hotel and dining at Planet Hollywood. According to my information you already qualify. May I verify the information I have about you? (continue talking) So you are Bob Smith at 100 Main St, Arcadia Calif?”
If he replies yes “Great, I finally got hold of you. All we need to do is set up a time for you to pick up your gift. There is one catch to it Bob-you need to visit us for a short presentation about getting the most for your money the next time you travel. I promise it will only be for 90 minutes and we will make it fun. What’s your favorite destination? Great, I will put it in my notes. Let me transfer to our tour coordinator and he will assist you with a convenient time”

If he replies no “Well maybe now isn’t a good time but I can still keep this gift aside for you a couple days and you can think about it or discuss it with your wife. Does she usually take care of the social calendar? Please let me now transfer you to our tour coordinator. He can give you more details, tour times and answer any questions you may have about when and where the next presentation is available.”

If he still says no “I understand Bob, how about if I call you back after you’ve had a chance to speak with your wife? May I call later today or will tomorrow be better?”

When the customer says no after you’ve had a chance to make the offer. “I understand Bob, do you mind telling me why you prefer not to take advantage of this offer? As the world’s largest-Avis and Budget Car Rentals, Royal Vikings and Carnival Cruise ships and over 37,000 hotels and resorts around the world are all part of our Company as well as travel partners with most of our major U.S. Airlines we appreciate your feedback. Our goal is simply to have you contact us 1st the next time you pick up the phone to make any travel arrangements.” ( The Team Leader/Closer will inform the client about the “travel club”)
But before I let you go I just want to thank you for your time-I really appreciate it.

I suggest all the Team Leaders role play some mock sessions on this so your agents will feel comfortable about having their “canned” rebuttals. It’s the Team Leaders responsibility to make their agents feel comfortable in their abilities and smooth turnovers.

Still more to come!

Enjoy your day-make it a great day!

Tomorrow I will discuss the major differences in the cultures-and things in common.