Article by Leslie Wells (Owner of L. Wells & Associates, Inc)
Many of us have heard ,while prospecting, the infamous objection, can you send me some information prior to me meeting with you, setting up a telephone appointment with you or whatever may be your next step within your sales process. How do you identify if this request is a request that is coming from an interested party that truly wants to know more about your company prior to taking the next step or if it is simply a blow off?
Prospects differ pertaining to their buying patterns. Some prospects are more detailed and more visual than others. Some people truly want to see something or be able to read more about your company and obtain more information on the concept of what you do and some are willing to spend some one on one time with you and simply obtain the information directly from you.
Therefore, there are a few responses to handling this particular objection. One way is to suggest that you would recommend meeting with your prospect or setting some time via a conference call as opposed to simply sending some information and this will enable you to provide an assessment pertaining to their needs and will allow you to customize how you can directly help them as opposed to them reading about the general concept of what you do. You are a walking, talking billboard for your company but in addition to you being able to provide information, you are also able to craft the information according to what they are in need of and share with them how you have helped other customers with similar challenges. Your prospects will not be able to obtain information this detailed by simply reading general information that you have forwarded.
If your prospect still insists on receiving information first prior to spending some one on one time with you, you can share with them that you are certainly able to forward some information to them, however, you would like to take a moment to ask a couple of questions so that you are able to forward information that is most closely in alignment to their particular interests.
Lastly, you can share with them that you will forward some information and you would like to schedule the best time to follow up with them to discuss your next step, which is taking a moment to meet, or scheduling a conference call and simply ask them what day and time is best to schedule a follow up call. If your prospect is not willing to spend a little time with you to answer a couple of questions so that you can forward them the most applicable information for them or if they are not willing to do a follow up call to discuss the next step, this usually indicates that their request, “can you please forward me some information first?” is simply a blow off. The response that you will most commonly receive that will indicate that the request is a blow off is, “I will call you if I am interested.” However, if your prospect takes a moment to answer a couple of questions or has the willingness to take the next step to schedule a follow up call, this usually indicates that there is some interest there and you have a strong likelihood of moving them to the next step within your sales process.
In summary, the next time that you are hit with the objection, “Can you send me some information first?”, try to persuade your prospect to spend some one on one time with you instead whether that be a face to face meeting or a conference call and share with them how this will benefit them as opposed to simply receiving some information, if they choose not to take the one on one time at that present time, try to qualify with a couple of questions prior to forwarding some information out to determine their interest level and if this does not work, try to schedule a follow up call and be clear that the purpose of the call will be to discuss your next step, taking a moment to meet or chat. These small steps will save you time and frustration and will eliminate non-interested parties within your sales funnel.
Article by Leslie Wells, Owner of L. Wells & Associates, Inc. a new business development firm specializing in assisting small to medium size organizations with generating new business through sales coaching and training, marketing strategy and a variety of calling campaigns. For more information, please visit www.lwellsassociates.com.