How To Deal With "Send Me Information"
About This Video
"Just send me some information" might be the most frustrating four words in sales. It sounds like interest, but it is almost always a polite way to get off the phone --- and if you simply comply by firing off a PDF, you have handed control of the deal to someone who will probably never read it. In this video, John Barrows deconstructs why prospects ask for information instead of a meeting, what is really going on beneath that request, and how to respond in a way that either advances the conversation or qualifies the opportunity out quickly. Barrows explains that the root cause is usually one of three things: the prospect does not see enough value to invest more time, they are not the actual decision-maker, or they are simply trying to end an uncomfortable cold call. Your response needs to diagnose which scenario you are dealing with in real time. He provides specific language patterns and discovery questions to use in the moment, including how to acknowledge the request without agreeing to it, how to probe for the real need behind the request, and how to pivot toward a meeting if the opportunity is real. Crucially, Barrows also covers when to walk away --- because sometimes "send me information" is just a no, and recognizing that early saves you weeks of fruitless follow-up.
What You'll Learn
- •The three real reasons prospects ask for information instead of a conversation
- •How to acknowledge the request without defaulting to "sure, I'll send you a brochure"
- •Discovery questions that uncover what the prospect actually needs to know (versus what they asked for)
- •Specific response patterns to pivot from "send me info" toward a scheduled meeting
- •How to diagnose whether the person you are speaking with has the authority to move forward
- •When to walk away --- recognizing the difference between a genuine information need and a polite no
- •How to follow up after sending information so it actually leads to a next step
