If your prospect says “Send more information”, it’s not always him blowing you off.
As “The Prospect” for close to two decades, I can offer insight for you.
For a long time, I was the EXACT target you are looking for – Director level in an extremely fast-paced, technology-driven organization.
Countless sales reps wanted to GIVE me their products so I could install them, knowing it’d be part of an instant showcase.
Imagine how hard it was for the ones who wanted to actually SELL me something.
One of the most common complaints I hear from sales reps is that they don’t know what to do when the prospect says “Send me more information.”
I use “send more information” all of the time, and a lot of my colleagues do the same.
Admittedly, there are some times when “send more information” is your prospect’s equivalent to a parent’s “we’ll see” – which basically means… No.
However, most of the time there may be a different reason.
If you are a sales rep, and you get frustrated when your prospect says “send me more information”, this post will provide valuable insight.
Here’s what that means in my case, what I look for, and how the successful sales reps get “in” with me.