Sales Objections: How to respond to, "Just send me more information"

“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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