They hit me with it.
That classic, gut-punch line every cold caller dreads:
“We’re not interested.”
I could’ve ended the call right there.
I’ve done it before. You probably have too.
But this time, I didn’t flinch.
Instead, I throw this favorite move of mine:
"Okay! Just so I don’t waste your time, are you saying that because you already have the perfect solution in place, or because I’m calling you out of the blue?"
The line is soft. Respectful. But surgical.
It works because it disarms their reflex and forces real thought.
And it does two powerful things:
➡ Breaks their mental script. They stop auto-rejecting and actually think.
➡ Reveals the real block. Timing? Budget? Loyalty? Or just brushing me off?
If they say they already have a solution, I take an even softer approach:
“I’m still learning a lot about this space, and I’m genuinely curious... what makes your current solution work so well for you?”
What usually happens?
They start talking.
And sometimes… they reveal the one crack in their “perfect” setup they hadn’t even noticed.
To be honest, this didn't work on everyone.
But it’s flipped 8 out of my last 10 rejections into full-blown conversations.
And one of those
Turned into a juicy five-figure contract three weeks later.
✅ POWERDIAL EDGE of The Week: Why Reversing the Objection Works
Here’s what most reps miss:
“Not interested” is rarely about the offer. It’s about the interruption.
Flipping the objection through harmless curiosity works because of four psychological triggers:
1️⃣ It Breaks the Auto-Pilot Script. Buyers are trained to reject fast. “Not interested” is a reflex, not a conclusion. By asking, “Are you saying that because…?”, you interrupt the script and force their brain to re-engage.
2️⃣ It Creates a Controlled Fork in the Road. Instead of leaving them in vague resistance, you give them two clear options. This lowers decision fatigue and makes honesty feel easier than deflection.
3️⃣ It Feels Respectful, Not Pushy. You're not fighting the objection, you're clarifying intent. This flips the dynamic from salesperson vs. prospect to human vs. human. That shift builds instant trust.
4️⃣ It Invites Them to Reveal the Real Objection. Once they respond, even slightly, you get a foothold. And in that moment of clarity, real pain points often surface. The kind they didn’t plan to share on a cold call.
Before You Close This Tab...
Most objections aren’t walls. They’re doors, if you know how to knock.
The real game is less about pushing harder… but more about thinking sharper.
But what happens when there’s no door at all? No “not interested.” No pushback.
Just silence... and the cold click of a hang-up.
No words to work with. No play to run. Just rejection in its rawest form.
Next week, I’ll show you what to do when they cut the line, and how to still earn your seat at the table.
Until then, ask yourself:
When they shut you out… do you shut down, or find another way in?
Sit with that.
Cheers.
— The Sheriff in Town
