The “Just send me some information” Objection
“I’m an Inside Sales person making cold calls selling B2B services. I often hear “Just send me some information” and I’m having a hard time overcoming this objection. How should I respond?”
SalesBuzz Answer by Michael Pedone
This is a common objection for a lot of inside sales reps.
When I first got into sales, I used to hear this objection all the time and it was VERY frustrating. But I learned that the key to solving this objection is NOT having a snappy response – but rather to eliminate it from happening to begin with.
The Root of the Problem
Your current sales process (what you say, when you say it, why you say it, etc) is causing this sales objection to happen.
There are three (3) primary spots during the sales call that this objection is normally brought up by the prospect.
- After your Opener / Introduction
- During your “qualifying” phase
- After your presentation and you go for a close
Here’s how to eliminate the “Just send me some information” response from happening in each of those areas.
The Opener Rejection
So you call your prospect, do your introduction, give a little spiel and when you come up for air, you hear “Just send me some information”.
What went wrong: Your OVS (Opening Value Statement) should be designed to Pique Interest and get the prospect wanting to hear what you have to say. Instead, you did your opener – “Hi, this is (your name) with (your company name)” – and did a little data dump of what you do but your message had very little WHAT’S IN IT FOR THEM sound bites and therefore, they responded with the “Just send me some information”.
You don’t need a rebuttal; you need a better Opening Value Statement.
The Qualify Attempt Rejection
So you’re asking your qualifying questions and they interrupt you with “I have another call to make – can you just send me some information?”
The problem: You are asking self-serving qualifying questions.
The solution: The qualifying phase should be a well thought out series of sales questions that hook together like a chain. Each question should link itself to the next.
These questions should be in a logical sequential order that make sense to you and the prospect and have a natural conversational tone and feel to it, rather than an inquisition.
The Closing Rejection
So you finish up your presentation and go for a close only to hear “Just send me some information”.
There are a LOT of reasons why this can happen and I would need an actual recording of the sales call to pin point (and fix) why you got this objection at this time, however, here are some prime areas to look at:
- You aren’t speaking with the right person
- You failed to establish what I call PROBLEM RECOGNITION
- There wasn’t an agreement of wanting a solution
- Never Identified what their ideal solution looks like
- You assumed they liked your solution
- You didn’t properly qualify them on price
These are some of the main reasons why you are most likely hearing the “Just send me some information” objection at the close of your sale.
Here’s the good news… By understanding that this is NOT an objection you should be hearing – (some people think that this objection in sales is normal – it’s not) you can identify what areas in your sales process require a little work or adjustments.
By simply making a few tweaks to the sales questions you ask, you can replace common sales objections with sales conversations.
– Michael Pedone
Michael Pedone is a straight commissioned sales person with 20+ years experience selling by phone. He is the CEO/FOUNDER of SalesBuzz.com – an online sales training company that shows inside sales teams how to eliminate call reluctance and close more sales.
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