If the prospect says to you, “Listen, just do me a favor and send me something,” what can you do to get the appointment and move the sales process forward?
Well, before we answer that question, first, let’s talk about the whole idea behind mailing information to a prospect. You see, the thinking here is that the person will take a look at the information that you send and really study it. That way, when you call back, you can have an intelligent conversation about your product or service.
But does this actually happen in real life? Probably not.
Instead, what likely happens is that the mail somehow never gets through to the prospect. Or, if it does get through, the prospect really doesn’t care about it.
So, she doesn’t read it and simply throws it away. Either way, as a result, the sales process doesn’t move forward.
Fortunately, when a prospect says, “Just send me some information,” there’s a way to turn that response around and get the appointment. Here’s how:
Just say, “Can’t we just get together? How about this Thursday at 3 pm?”
It’s that simple. And you really don’t need to get any fancier than that.
