What To Say When A Sales Prospect Asks You To “Send Me More Info.”

Deidre asked Sean at FlowChat: “Sean, at the end of the last several sales calls I’ve taken, the prospect asked me to ‘send them some info.’ What’s the best way to reply to this?”

When answering a sales prospect response to send them some more information. There are 3 Steps You Can Take to get to the end result you’re going for in the conversation.

FlowChat Sales Tip #1: Get very specific on what info they are looking for and would like to have. You might say something like “sure, I can send you more information. What specifically would you like more information on?”

This opens up the conversation so they can help identify specifically to you (and also verbally state for themselves) what it is they need and are looking to see.

FlowChat Sales Conversation Tips

Figure out why. This can help so you can be sure to collect and send all the proper information, not leaving anything out.

FlowChat Sales Tip #2: If someone is not making a decision and clearly there are objections or mental blocks holding them back from moving forward… “Ask why?” – Brad Lea

Third, and this may be the most important part of the 3 steps… Determine with your sales prospect what happens after you send them the information they are requesting. Ideally form a plan together to meet again or to have a follow-up call or conversation, with a commitment to a date and time on the calendar.

Remember you are working with a client prospect on the same side of the table. If your prospect is showing interest in working together begin to form a plan collaborating with them on your next steps to meet along with your plan to send them the requested information. Do this before your current “send them info” – or – “send me info” conversation ends when at all possible.

Sales Conversations Tips: If Your Prospect Is Still Asking “Send Me More Info”

When a sales prospect circles back to still “just needing some more information” you can refer back to getting some specifics.

The approach here is to draw from them (in your line of questioning) the information you will be expected to provide as the sales professional in order to successfully help them gain the insights and clarity or better understanding, that they will need to have to make a buying decision.

The Bottom Line: The potential buyer is asking for more information. You as the sales professional have now been tasked with providing that information and the clarity around it in order to help your sales prospect move forward in the sales process.

Not all buyers are a fit. Often IF they are a fit, there may also be some reasons they are stalling that they do not want to share. Perhaps the request for more information is a delay or stall tactic they are using, and in some cases it might be. However, in other cases, people may simply want to look at and read something that gives them more of the information they are looking for. Never forget, seeing is believing and 65% of people learn visually.

Which means sometimes a person may just simply need to “see it.” And, “it” could be a brochure, a sales presentation, a pricing chart, your website, or any number of things. In which case, your reply question to the sales prospect of “what specific information are you looking for so that I can provide it for you” will solve this dilemma they may be facing.

Imagine the conversation goes something like this:

“Sure, I’ll send that right over to you.” – OR – “Sure, I can send that over to you, (First Name).”

FlowChat Sales Conversation Tip:

Sales conversation flow is important. Right? So, right after that sentence you might immediately continue on with anyone of these things to keep the cadence and timing of your sales flow going smoothly:

• By the way…
• Let me check, is this the right email address that I have on file?
• And… Just so I’m clear you said what you are looking for is…

Speaking with someone and using their first name is a powerful way to get them to pay attention to you. This is a strong and valuable way of genuinely creating a more personal connection. Names are unique. Communicating with a name helps you begin to further understand and acknowledge the person you are speaking with, in many ways innate to who they are. Sales is always people to people, not business to business, not robots to business.

FlowChat Sales AHAH Book Worth Reading: “Know The Name, Know The Person” by  Sharón Lynn Wyeth

Now back to the sales training…

“Sure NAME, I can send that right over to you.”

Followed up with repeating or restating what it is the sales prospect specifically told you they had asked for. This way both parties are clear, and the desired outcome can be reached.

“And, you said what you are looking for is (send me info — fill in the blank with what specific information they disclosed to you that they were asking to have).”

Next, confirm with a “YES” question.

And, (insert and spell out the email address or phone number where you will be sending the information they would like to receive, to confirm that you have it correct).

Continuing The Sales Conversation

So far, when it’s all put together your conversation may sound like this:

“Sure NAME, I can send that right over to you. And, you said you were asking for the pricing and package information? Is that correct?

And… You want me to email it over to you at yourname@email dot com, is that correct?

And, let me ask you… Of all the 3 pricing package options that I’ve shown you here today, which one are you leaning towards that seems like it would be the right fit for you?

OK, great. So I’ll send you specific information on that package and all the details that come with it. Would you like to meet again next week on Tuesday or Wednesday, depending on how your schedule looks to go over any final things we need to get you set up and going on a system?”

There are lots of good elements in a solid response like this. Well crafted talking points are powerful. Keep your sales conversation on track and running smoothly while being considerate of the buyer prospects request for more information.

Overall this is a framework you can adapt for you and your team to follow. Begin having more productive and well balanced conversations with targeted outcomes. While serving people that can potentially become a client anytime they are asking you for more information. Now you’ve been tuned up with this FREE FlowChat Sales Training.

Want to get even more? Join us inside the FlowChat community

Sales Conversation Recap

There are 3 Steps to Take before sending more information. First, ask specifically what information they would like you to send and why. Next, find out where to send it. And finally, gather all the details! Determining with your sales prospect what happens after you send them the information they are requesting before your call or meeting with them ends.