Objections
What to say when a prospect says “send me some information”
“Send me some information.”
Sometimes it’s true. They really do want to see something.
Sometimes it’s a polite way to get off the phone, because telling us the truth feels awkward.
Either way, if we just hit send, we end up chasing people who were never interested. So the goal is simple: find out which one it is.
What to do: 3 steps
1. Diffuse
Ask it back, with a slight up tone, as if to say “tell me more.”
“I’m sorry, some information?”
Most of the time, they’ll tell you what they want to see. That’s useful.
2. Discover
If they say “just send me anything,” name what you’re hearing.
“Seems like you’re not really interested.”
Or have some fun with it:
“A lot of times when people say send me anything, it’s a polite way of firing me. Which is perfectly okay. I’ve been fired 17 times this week. Want to be number 18?”
Now they can tell us the truth without feeling bad about it.
3. Discuss
If they do want something specific, ask before you send.
“Just so I don’t flood your inbox with a bunch of stuff that doesn’t fit, would it be okay if I asked a couple of questions?”
Now we’re having a conversation. And we can find out if there’s even a fit.
More on this: Defusing “send me an email”.
Hear it out loud
Reading it is one thing. Saying it on a live call is another.
- Tongue Tied has my word-for-word answer to “send me some information” and 33 other objections, with audio of how I say each one. $47 a set.
- Poke the Bear is my cold calling course, with real calls. $197.
- The Badass B2B Growth Guide is my cold outreach course. $197.
- Training a team? That’s the Selling Without Pitching workshop.
Quick answers
What does “send me some information” really mean? It can be true: they want to see something. Or it can be a polite way to end the call. The goal is to find out which, so we don’t chase people who aren’t interested.
What should you say when a prospect asks you to send information? Ask it back with a slight up tone: “I’m sorry, some information?” Then, if they want something specific, ask: “Just so I don’t flood your inbox, would it be okay if I asked a couple of questions?”