sales objections: how to respond to, "just send me more information"
Post on 23-Jan-2017
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“Just send me more information”How to respond to
When you cold call a prospect and they say,
“I don’t have time to talk right now. Just send me an email with more information and I’ll get
back to you.”
What they really mean is,
“I don’t want to offend you, but you aren’t worth my time
or attention.”
What they really mean is,
“I don’t want to offend you, but you aren’t worth my time
or attention.”How do you respond to that?
Don’t send that email!You don’t know anything about your prospect
& can’t send them anything of value
They know that and won’t waste their time viewing your email
Follow these three steps instead
Step one: Get ‘em invested
Step two: Ask follow-up questions
Step three: Take the next step
Get ‘em investedLower their guard by agreeing to their request. Say,
“Sure, I’d be happy to. Can I have your email
address?”
Get ‘em investedEngage them with an easy-to-answer qualifying question
“Great, thanks. I want to make sure I send you the most relevant
information. Can you tell me…”
Ask follow-up questionsCarefully transition to more open-ended questions
“That’s interesting that you say that. Why
do you feel that way?”
Ask follow-up questionsSometimes prospects may see through your questions
If they just ask for an email again, send it and move on.
But if you do get them talking, keep asking questions
Take the next stepPromise to send the email, then set up a time to talk again
“It sounds like we would work really well together. I’ll send that email and give you a call at the end of the week.
How’s Friday? 11:30?”
Take the next stepNow your email will be full of relevant, valuable information
They’ll be much more likely to read and respond to it
Then follow up with them and close the deal!
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