SAMPLE BEST RESPONSE TO THE ” JUST SEND ME SOME INFORMATION” SALES OBJECTION IS BELOW.
IF YOUR OBJECTION RESPONSE TO “SEND ME SOME INFO” IS OFTEN “UM, OK” YOU ARE AN OFFICIAL WIMP. Here is what you can do about it.
On the list of top sales objections, this may be the most common one you will hear. Let me be blunt. If your rebuttal to “Just send your material” is “um OK”, you are an objection 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.
We know that most of the time when someone says “Send me some information,” it is really a blow off. Rather than tell you to get lost, they mumble a request to send them some info (which 95% or more intend to throw away) and for them the brush off is complete, the prospecting call is over. The most common responses to this sales objection wastes a great opportunity for qualifying as to worth and interest and leads to wasted lead generation time and a lot of frustration.
The “Send me more information” response is more often a golden opportunity to qualify rather than something that needs to be overcome.
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 phone script response helps identify those that are a fit for you right away.
If you let the caller 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. Our sales results can turn on getting this right.
Inside Sales Teams Let a Lot of Opportunities Slip Away If They Don’t Nail This.
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.
Not only that, the people who are legitimately high-potential, high-value prospects are not given the opportunity to identify themselves to you. Your response to the send me information objection must give those types of prospects the opportunity to identify themselves. Otherwise, you won’t know who they are and you won’t know who is worth more of your sales prospecting follow-up time. A prime opportunity to engage a qualified prospect and close more sales is wasted. Sales jobs can be lost due to this one
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How can inside sales cold calling sales reps avoid this brush off?
The next time you get the send-more-information-objection blow-off, consider a sales objections 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 that’s been in business 15 years supplying technology equipment like widgets and wadgets to companies such as United Intergalactic, Mega Corp and I B Sorry Corp. Let me ask you. Is there is some specific information that would be helpful to you, or if you happen to have a specific purchase coming up, 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?”
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 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 he/she can’t come up with something specific, recognize that you have delivered your most powerful benefit laden credibility building opening value statement. If they don’t respond with something specific so that you can properly prioritize them, you can with confidence go right into plan B and cut that target loose. Buh-bye.
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.”
Contrary to the knee-jerk inclinations of the great unwashed, don’t try to immediately overcome the sales objection or act like a trained seal, “Oh, I’d be happy to send some.”
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 in order 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 a real need and are not guaranteed to waste your time. So do what you intended to do with the call: sell the meeting. And remember: the most frequent reason people don’t meet with you is that you don’t give them enough reason to meet with you and you don’t ask for a meeting.
So #3 is to give them a reason to meet and ask.
“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 had the opportunity to 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?”
Your sales objection script paths must stay 100% focused on accomplishing business objective: selling a meeting or discovery call to an active buyer.
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.
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 a script path ready to identify those that are “real” and book the meeting now, while wasting not one more minute on those that are blowing you off.
Best wishes for prospecting success,
Scott Channell
Thanks…just thanks, Scott. Thanks for telling it like it is. No more wimp for me. I am taking your advice and running with it. I am also becoming a devotee and plan to get your $165.00 course.