Best cold call objection response to “send me some information.”

If your response to the common “send me some information” sales objection is “Um, OK” you are an official sales wimp. Your sales job is at risk, and you are dooming yourself to lead generation and appointment setting frustration. You’re also wasting a lot of time and company resources.

Here is what you can do about it.

We know that when someone says, “Send me some information,” it is a sales blow off most of the time. Rather than tell you to get lost, they mumble a request to send them some info (which 98% or more intend to ignore) and for them the brush off is complete, the prospecting call is over.

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Don’t seek to overcome this cold call objection. Clarify it.

The most common responses to this sales objection waste a great opportunity to qualify, to identify the few that are real buyers from the blow-offs. This leads to wasted lead generation time and a lot of frustration.

Your cold call results will increase greatly when you use this an opportunity to qualify and kick out the tire-kickers and worthless. The additional leads you can identify, without all the follow up calls, vault you forward faster. Your prepared and practiced phone script response helps identify those that are active buyers right away.

Don’t let the prospect control your rebuttal to this sales objection

If you let the prospect control your response to this objection, you lose. Because then you will have doomed yourself to calling back… calling back… banging your head against the wall and getting frustrated because these people who asked you to send your material (who you thought might be legitimately interested) don’t return your follow-up sales call after sales call.

When, after 10 or 15 attempts, if you do get them back on the phone, that “interest” has almost always vaporized. They, at best vaguely remember you. If they did get something you sent, they haven’t read it or they can’t remember receiving it all.

Almost always, the end of the road is a “No.” Given that background “Um, ok” isn’t the sales objection response given by a top producing sales rep. Your sales results can turn on getting this right.

Sales Teams Let Opportunities Slip Away If They Don’t Nail this response

If you get on this sales response treadmill, it is your own fault, not the fault of the people you are prospecting. Remember that your sales objective in prospecting is not just to set sales appointments, it is to re-shuffle the deck and sort your prospects in accordance with their potential value and worth.

If you just say “ok” to the send-more-information sales objection blow-off, you have received no information of value to your prospecting efforts.

Failure to identify the few worthwhile prospects cripples appointment setting

Not only that, but you do not give the opportunity for those who are legitimately high-potential, high-value prospects to identify themselves to you. Your response to the send me information objection must give those types of prospects the opportunity to raise their hands out of the crowd.

Otherwise, you won’t know who they are, and you won’t know who is worth more of your sales prospecting follow-up time. You waste a prime opportunity to engage a qualified prospect and close more sales.

Example response to “send some information” objection blow-off

The next time you get the send-more-information-objection blow-off, consider a sales objection script something like this:

“You know, I don’t send out general information. The corporate literature I might send you is only going to tell you what I just told you. We are a 90 million dollar company supplying technology equipment for 15 years to companies like United Intergalactic, Mega Corp, and I B Sorry Corp. Let me ask you. Is there some specific information that would be helpful to you? If so, I would be happy to put it together and send it out to you. Do you have anything specific in mind that I can help you with?”

H3 now do something difficult for sales reps, shut up

And at that point… you do the most difficult thing a salesperson ever has to do when responding to a phone sales objection. You say nothing and wait for your prospect to speak.

A great indicator of sales talent and the ability to close more sales is the ability to listen. Want to be recognized as a top tier sales professional? Ditch the search for the latest, greatest fresh sales strategy and just shut-up and listen more. Your sales process will thank you for it.

If prospects do come up with something specific, like “Well, … we are going to replace $500,000.00 worth of widgets in a month…” or “well, we are going to buy $1,200,000.00 worth of stuff next quarter. Why don’t you send me some info on x y or z?” You’ll now know you have “a live one.”

If he/she cannot come up with something specific, you need now to do what top sales producers do. This is a low probability record that you can pass on for the moment. Next. Have the backbone to say something to the effect “It doesn’t seem like there is a mutually beneficial reason for us to share information right now. Could you suggest a time I should be back in touch?”

Do not let prospects decide how you will spend your time

Do not waste tons of follow-up time on low-probability prospects. Spend that time on higher value, higher probability prospects.

Don’t try to “overcome” this sales objection

Contrary to the knee-jerk inclinations of the great unwashed, don’t try to overcome the sales objection or act like a trained seal, “Oh, I’d be happy to send some.”

Three things to do when your cold call objection response gets a yes

When your prospect response with something specific they want, you have to do three things, or your pipeline will suffer.

First, you have to really listen, let them speak. Don’t interrupt.

2nd, when they are done, ask an open-ended qualifying question or two to clarify their request and allow them to give you more information about their needs.

When a target has told you he/she has a specific need or purchase coming up, it is even more important that you land a meeting.

Your prepared, practiced, and ready to deliver response to “send some info” just identified the one out of 10 that have an actual need. Those prospects will not waste your time. So do what you intended to do with the call: sell the meeting. Book the discovery call.

The most frequent reason people don’t meet with you is that you do not give them enough reason to meet with you and you don’t ask for a meeting.

So, the third thing you must do is to give them a reason to meet and ask for the meeting.

Here is an objection response template when you hear “send some information.”

“You know, I could put together a lot of info that would be useful to you…right off the top of my head I can think of three companies in your industry that we’ve helped to select and install what you seem to be looking for. I don’t know a lot of details about your company. But, you do have a few options to consider on this and there are a couple of things you want to avoid that could really cost you some money.

Super Salesperson is our rep in your area, and she has a lot of experience with this. If she could learn more specifics about your company, she could give you a lot of information that would be helpful to you and specific to your situation. It may or may not lead to a next step… either is fine. I could set up a meeting for you now. Would that be worth 30 minutes of your time?” BOOM!

Your sales objection script paths must stay 100% focused on accomplishing your business objective: Setting a sales appointment / discovery call with a qualified prospect that recognizes a need.

Let’s look at what you have done with that send me some information sales objection response. You have given those companies that do have a specific need the opportunity to inform you of that need. And you have leveraged that information into a tremendous benefit that they will receive if they agree to meet with you. They will get specific information on their particular needs from someone who is very knowledgeable. That is usually a pretty good reason for people to meet with you.

You have a choice. Be a sales wimp, or not.

The next time you hear “send me some information” remember that you have a choice. Be a wimp, just readily agree and doom yourself to wasting 90% of the time following up on this blow-off.

Or, you can stiffen your spine a bit. You can refuse the invitation to waste 90% of your time on hope and the mere possibility that someone that requests information has a real need and intends to buy.

You should have an objection response ready to identify the few that are “real” and book the meeting now. Waste not one more minute on those that are blowing you off or will wase your time.

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