The most common sales objection you can hear when cold calling is when the prospect says, “Just send me your information.” When you hear this, you may not see it as a sales objection, but it is, and we will outline why in this blog post.
There are two different times when this can come up in conversation when cold calling and the two different scenarios are fairly different, and your response can be different.
Scenario 1 – They ask you to send your information over early in a call
There are times when, very early in the call and before you can get into much of a discussion, the prospect will ask you to send over your information. What the prospect is most likely doing at this point is blowing you off and just trying to get rid of you.
This is a very popular tactic for prospects because not only is it an effective way to get rid of a salesperson, but they are also able to do it without looking mean or feeling bad.
At this moment, if you aren’t aware of what is going on, you may actually feel happy because you think that you might have an interested prospect.
But whatever you do, do not end the call and then spend 20 minutes crafting a perfectly worded email to send over to the prospect. The worst thing about this is that after you spend (waste) all of your time putting together your information, it often gets deleted immediately, sometimes without even being read by the prospect.
Instead of agreeing to send over your information, focus on keeping the call going. And you can do that very simply by redirecting to one of your pre-qualifying questions.
Here is how you can respond right after the prospect asks you to send over your info:
Yes, I certainly will. But so that I know exactly what best to send you, do you mind if I ask you real quick – how concerned are you about the amount of time that it takes you to get new sales resources ramped up and performing?
What this question does is get you away from their objection and keep the call going. When they answer your question, depending on what they say, you can try to close for the next step in your sales process, or you can ask another question.
Scenario 2 – They ask you to send your information over late in a call
This sales objection can also come up late in a cold call. This can sometimes be less of a blow-off attempt by the prospect and more of a lack of being able to commit to move forward.
For example, you may ask to meet, and they might respond that they are not ready to do that just yet and for you to send over your information. This is a better scenario than the blow-off situation, and it would not be as bad to spend 20 minutes crafting a perfectly worded email.
But you could still try to get around this sales objection and do that with something close to the following response:
Yes, I certainly will. But I want you to know that I am not asking you to meet so that we can sign you up or sell you anything. I don’t even know if you are a good fit for what we provide.
I am really just looking to open the dialogue between our two companies so that we can learn a little more about you and share a little more information on how we help companies like yours.
That way, when you are ready to do something, you can know what options are available. Can I put 15 to 20 minutes on your calendar? It will probably be quicker to have a quick conversation than for you to go through the information that I could send over.
This approach focuses more on you trying to close for your immediate goal, which is trying to get the prospect to move to the next step in your sales process, which may be a meeting or appointment.
Your ultimate goal is to sell the product, which the prospect is not ready to commit to with this sales objection. And that is fine, but that is not what you are trying to achieve here, so educate the prospect on this and use this as a way to get around that sales objection.