Of all the brush-offs, ?Just send some information? is one of the most common and deceiving of all. ?But they didn’t say no,? 80% of sales reps will say. ?Maybe after they see my information, they’ll become interested," they think.
Yeah, right. And maybe I’ll buy the winning lottery ticket today.
If your information did the selling for you, they wouldn?t need you! All they would have to do is send out information and then deposit checks, but it doesn’t work like that does it? So what to do?
Call your prospect out on this obvious attempt to blow you off! Try saying this:
?I would be happy to. Let’s say you like what you see, what would happen next?"
Or even stronger:
?I’ll be happy to. If you like what you see, will you be ready to buy at that point?"
In other words, use a trial close, and then listen and think before responding. And any answer that is not a ?yes? is a red flag, and that means you’ve got some disqualifying to do.
Just remember — the Top 20% would rather get a no now rather than take the time to mail out literature and then spend days and weeks chasing unqualified leads. And this should be your attitude, too. So use the above scripts, listen to their response, and act accordingly. Whatever you do, don’t ?just send out some information!?