You just finished a telephone call with a prospect. You think the call went well. It ended with the prospect saying: "Sounds interesting. Send me some literature I can look over and discuss with others."
This may be a bad sign.
One of the easiest ways to get rid of a sales person is to tell them it´s interesting and ask for literature. It sounds good on the surface, but it rarely turns into anything. It´s often just a polite way to get off the phone and push the problem out a week or two.
So, when you´re asked for literature to be sent, what do you do? Here´s my short list of how to respond:
1. Send the literature. Don´t deny the request. Most of the time doesn´t mean all the time. Send it immediately. Ask how soon they´d like it"?¦is regular mail okay? A request for faster delivery is a good sign.
2. Set the expectation you´ll be following-up on whatever you send. You need to know if the interest is sincere or a put-off. Don´t let your prospect decide when to call you, set an appointment for the next call.
3. Ask the person making the request what in particular they´d like to know more about. See if you can surface an objection.
4. Ask who they plan to share the information with. This helps you understand how decisions are made.
5. If at all possible, send the literature via email. If the prospect agrees to email delivery, it´s more likely they´re sincere in their request. This speeds things up and is a good sign.
There are five quick things to do that help you surface the sincerity in a request for information. What would you add to my list?