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. 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 get on this sales response treadmill, it is your own fault, not the fault of the people you are prospecting.
Inside Sales Teams Let a Lot of Opportunities Slip Away If They Don’t Nail This. Our sales results can turn on getting this right. 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. If they did get something you sent they haven’t read it or they can’t remember receiving it all. When, after 10 or 15 attempts, if you do get them back on the phone, that “interest” has almost always vaporized. 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. If you let the caller control your response to this objection, you lose. Your phone script response helps identify those that are a fit for you right away. The additional leads you can identify, without all the follow up calls, vault you forward faster. Your cold call results will increase greatly when you use this an opportunity to qualify and kick out the tire-kickers and worthless. The “Send me more information” response is more often a golden opportunity to qualify rather than something that needs to be overcome. 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. 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.
You’re also wasting a lot of time and company resources. 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. On the list of top sales objections, this may be the most common one you will hear. IF YOUR OBJECTION RESPONSE TO “SEND ME SOME INFO” IS OFTEN “UM, OK” YOU ARE AN OFFICIAL WIMP.
SAMPLE BEST RESPONSE TO THE ” JUST SEND ME SOME INFORMATION” SALES OBJECTION IS BELOW.
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