Most sales reps consider the old “Send me your information” line as a stall or perhaps a substitute for “I’m really not interested”.

I know many of you will push back for various reasons.

Here are a few of them with my thoughts.

“Why should I go through the effort when I don’t even know they’re serious? If they can’t spend the time to talk with me, why should I spend the time sending the information?”

First of all, what time? Do you have to personally sit at the designer’s table to create something, then travel cross country to the nearest printing press? For the most part, we’re talking about placing something in an envelope with a handwritten note or sending something as an attachment. I know, poor you for having to do ALL that work!

“Why should I go through that when I don’t even know they’re serious?”

I feel a need to remind you that YOU CALLED THEM. That doesn’t mean that you have to pucker up and become one with both their Gluteus and Maximus, but I DO believe it means that THEY have the right to wonder if YOU’RE serious, and if your company is legit. Perhaps the “send me some information” line gives them an opportunity to step back and assess YOU. I know, radical stuff here!

Maybe it’s a quick way of eliminating the people who never do what they say they’re going to do and or follow up? People (especially sales people) always do what they say they’re going to do, right? And in my most sarcastic tone possible; Nobody has trust issues when it comes to sales people, right?

This Blows My Mind . . .

Most sales people will either flat out refuse to send the information or conveniently forget and set a reminder to call back some time in the future.

Something You Need To Know About The Person You’re Calling

You’ve interrupted them while they were doing something else.

In doing that, we now have someone talking with us who was focused on another task. They are assessing us inside of 30 seconds maximum with a first tier assessment happening somewhere within the first 8-9 seconds. Unless they immediately see the value in spending additional time with you, they will default to a flat out “No” or some “auto eject” to get you off their phone as quickly as possible.

In some ways it’s a safety mechanism to allow them to step back so they don’t make a rash decision. In other ways they are simply protecting their most valuable commodity; their time!

So what’s an aspiring sales rock star to do?

1)    Tape your end of your phone calls to get a good read on what you might be saying (and how you’re saying it) that’s causing objections and stalls. Sometimes we’re so busy focusing on cute comebacks that we fail to see that the objection/stall is actually a symptom of a much bigger challenge.

2)    Use the landscape to your advantage. Think about what you can say and do other than flat out refusing to send information. Note: I’ll be sharing several ways to do this during this week’s webinar.

3)    Get Creative: If the answer is still “Send me some information” and you feel they are worth a few minutes of your time, record a quick 1-2 minute video where you talk them through a few bulleted items. Call them by name, make it personal and lose all that corporate crap marketing tells you to include. Pretend you are sitting at the kitchen table with them having a cup of coffee and simply speak to them.

Pop Quiz: How many of those videos do you think they’ve received. Gold star and smiley face on your paper if you said “Nada” (which is Spanish for zilch)

I’ll leave you with a silly thought . . .

Lot’s of people claim to be different and are quick to mention that they out service their competitors. I have a shocker for you . . . Everyone says that but;

Not too many people are willing to demonstrate that on the front end!

Just for the record . . .

We don’t have to like sending information but;

Flat out refusing or “yessing” only to blow it off is a missed opportunity.

How To Take BETTER Control Of Your Calls

We’re going to be talking about stalls like this one as well as several objections during our How To AVOID and OVERCOME Phone Objections webinar, this Thursday, February 9th, at 11:30 am EST.

We going to be talking about how to find people who are actually LESS likely to tell you “No” and how to approach them in a way they’re MORE likely to say “YES”!

To learn more, please click HERE!

WARNING WARNING WARNING

This webinar happens this week and registration will end shortly.

So if you’d like to join us “live” or if you can’t make it and would like the replay sent to you, NOW is a really good time to;

CLICK HERE so you don’t miss out!