How do you currently handle the brush off, “Just email me – or send – me your information”?

Believe it or not, about 80% of sales teams I speak with actually shoot off an email, schedule a follow up call, put the company in their pipeline and then begin the frustrating process of chasing unqualified leads.

If you’re doing this as well, then I don’t have to tell you what it’s like trying to get back to these leads.  Want a better way?

Get Past the Blow Off Objection

I was having a conversation with a director of sales the other day, Kevin Gaither, and he told me that his team has come up with a great response that helps them qualify past this blow off objection.  Here’s what they say:

“I’d be happy to email you our information.  (Prospect’s name) I have a 64 page PDF file that I can email you, but do you mind if I ask you just a couple of quick questions so I can only send you that part that you’d be most interested in?”

Brilliant response, huh?  Now I can already hear some of you – “But I don’t have a 64-page PDF..”  Well, how about adjusting this response to what you DO have?  How about:  “I’d be happy to email you our information.  (Prospect’s name) I have a variety of brochures/price lists/product catalogues/programs I can email you, but do you mind if I ask you just a couple of quick questions so I can only send you that part/the specific information/the right price list that you’d be most interested in?”

Call Their Bluff

What I like about this response is it immediately calls their bluff.  If they are just trying to blow you off, then they will not cooperate here and will tell you again to just email your information – which you won’t do. It’s better to set another time for the call (for when they do have 5 minutes to discuss this with you).

On the other hand, if they are even slightly real, then they will allow you to ask a couple of qualifying questions and you’ll be able to see if they would be a right fit for your product or service.  Either way, you win.