This is a most common and safe approach which a prospects often use to end a sales conversation.
Pretty early on in the cold call, many prospects will ask you,
“Can you send me some more information? I’ll review it and get back to you.”
New sales persons readily oblige and they send out the email, and that’s it. Maybe one or two follow-ups, and they file the lead away as a lost cause.
Why do you hear “Send Me More Information” objection?
These are some of the main reasons why you are most likely hearing the “Send me some information” objection at the close of your sale. When you have all these bases covered, you’ll drastically reduce or even eliminate this objection.
You aren’t speaking with the right person.
You didn’t clearly and concisely present the plan to the prospect.
You didn’t properly determine the prospects needs, expectations and budget.
The prospect is unclear how your solution will resolve their issues.
How do you get past “Send Me More Information” objection?
To get past this objection a sales person should ask for what information is needed and how it can be helpful. If you say
I’d be happy to send you some information. Could you spare a few minutes on the phone so I can best determine what information would be most useful?
With this question you are asking for a few seconds of their to answer the question in a “Yes” or a “No”
One of the three will happen next 🙂
If they don’t respond at all, you’ve lost nothing. You can still send some information (although it’s probably not going to matter)
Or
If they answer “NO”, then you know that this person probably isn’t a potential prospect and you’re probably wasting your time pursuing them.
Or
If they answer “YES”, then you’ve gotten a commitment. Then and only then do you attempt to set an appointment for the call.
Keep in mind that “Send Me More Information” may be the next step in your sales script but the prospect qualifies only if you are putting this question to him. In case you reach to this position early in your call then it is an Objection to be dealt with.