"“Why don't you send me some information?”
You've certainly heard that.
That is what I go into detail about how to handle in the brand new The Art of Sales podcast.
I'll share some of what I discussed.
On the surface, you'd think most salespeople love hearing that information request.
Because it sounds like interest.
“Absolutely! I'll get that right over to you.”
They send the deck, PDF, case study, link, whatever. Put a follow-up in the CRM.
Then call.
Email.
“Just checking to see if you got the information I sent.”
Nothing.
Because sometimes the prospect didn't really want the information.
They wanted the salesperson gone.
I know. I've done it myself.
A computer supplies salesperson called me. He sold basically the same stuff I was already buying.
I asked him to send me some information.
I didn't need it. I wanted him off the phone.
And he happily complied.
Maybe he could have sold me. I'll never know. What I DO know is that after he agreed to send something and ended the call, his chances went pretty close to zero.
Of course, sometimes people really DO need information.
A case study. Pricing. Technical specs. Examples. Implementation details. Something to show their boss or other people involved in the decision.
So how do you know which situation you're dealing with?
Sending Info is NOT a Next Step
“Send me some information” is NOT a good next step in the sales process.
Sending something doesn't necessarily move a sale anywhere.
So don't automatically fulfill the request.
Get curious.
Here's one ridiculously simple question:
“I'll be happy to. What specifically would you like to see?”
Then shut up.
“I'd like to see how you integrate with Salesforce.”
Good.
“Do you have a case study from a company our size?”
Great.
Compare that with:
“Oh, you know...whatever you have.”
“Just some general information.”
My antenna just went up.
And here's another important point:
What they ask you to send can tell you a lot about what they're thinking.
Why do they want pricing?
Why the case study?
Why implementation information?
Why do they need something for their boss?
There's potentially valuable sales intelligence underneath the request.
Don't just send.
Ask.
In the new podcast I give you the specific questions to determine whether they're serious, what to ask when they need to share your information with someone else, how to find out what happens NEXT if they like what they see, how to keep your information from disappearing into a black hole, and how to make what you send much more likely to actually get looked at.
I also cover how AI can make this entire process better without simply creating more crap for prospects to ignore.
The next time someone says, “Send me some information,” you'll know exactly what to do.
Because sales information should complement the sales process, instead you trying to make it the sales process.
Book Liquidation Sale
You might be tired of me mentioning this book sale. I know, I am also tired of paying to store these books, so that’s why we’re liquidating them. But not for long. This will end soon.
These two books contain 800+ pages of sales and prospecting ideas, examples, questions, word-for-word language, and techniques that are as relevant today as the day they were written.
But my business model has evolved, plus I’m done with paying to print, store, and ship books. (My flagship, Smart Calling, is published by Wiley, not me.)
So, my liquidation is your gain.
GET BOTH PHYSICAL BOOKS FOR $39, DELIVERED (Less than we sold just one of them for.)
And, at least as I'm writing this, I still have some copies of the third physical bonus book I'm including with the first orders
Watch the brief video
We are closing this down at month end. So, if you want some, get them now. http://BookSale.Art
Keep making it your best week ever!
