The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 3 years ago

Friday Fundamentals EP 4: Send Me More Information

ABOUT THIS EPISODE

On this episode of Friday Fundamentals, we dive into what your response and philosophy should be when someone says “send me more information”.  The truth is, you shouldn't send more information. As a sales person, you don't have to do everything your prospect asks you to do.

 

Hey everybody, it's Sam Jacobs.You're listening to Friday fundamentals, which is the latest edition of the Sales Hackerpodcast. I'm your host. Did I say this already? Sam Jacobs,I'm the CRO at behavox. Behavos is the world's first behavioral operating system,backed by city and index ventures, and we are growing quickly. And I'malso the founder of the revenue collective. Today on Friday fundamentals we're going totalk about what to do when somebody says send me more information and perhaps moregenerally, what should your philosophy be around sales and around being a free consultantor giving free consulting? Now, before we get started, we always wantto thank our sponsors. Our sponsor for Friday fundamentals is outreach. Outreach triplesthe productivity of sales teams and empowers them to drive predictable and measurable revenue growthby prioritizing the right activities and scaling customer...

...engagement with intelligent automation. Outreach makescustomer facing teams more effective and improves visibility into what really drives results. Hopover to outreach. That io forward sales hacker to see how thousands of customers, including clouder, glass door, Pandora Zillo, all rely on outreach todeliver higher revenue for Sales Rep so what I was mentioning before, we're talkingabout when somebody says send me more information, it's a very this could probably bea two minute episode and I'm not sure how you feel about that.If you download you took the time to download this and it was only twominutes, so you can send me a hate mail if you want. Buthere's the point. Don't send don't send people more information when they say sendme more information. I think there's a this perspective among certain salespeople that yourjob is to make people like you and that you're supposed to be accommodating,because if you're not accommodating, that means that they won't like you, andif they don't like you, they're not going to buy from you. Nowthere's a we call that a self limiting record. It's basically an assumption ora belief that you have that limits your...

...performance. And if you listen toan episode one, we talked about commitment. Part of commitment is working through yourpersonal and securities and all of these fears that you have in life tobe an effective salesperson. The role of sales is not to get people tolike you. I would say it's closer to getting people to respect you,but really it's neither of those things. What it really is is it isabout aligning a vision of the world with your prospect so that they believe thatyour mutual vision has a problem that can be solved by the product that yourepresent. Now other people, including I'm sure Jake Dunlap out there, mightquibble and help do a linkedin video all about how that's the wrong definition.But here's the point of today's episode. You don't have to do everything thatyour prospect asks you to do. And when they say send me more information, what they're really trying to do is politely brush you off, and itis an opportunity for you to just maintain...

...and stay in the moment. Andwhen they say send me more information, instead of saying yes, sure,instead of, for example, even offering more information, here's what you shoulddo. You should say, I'd love to send you more information, butwe're on the phone right now. What information would you find most valuable?What I really want to do is have a conversation about those points and seeif we can talk about them, because everybody's time is is valuable. Everybody'sbusy. We're on the phone right now. Let's chat about it. So again, what you're doing is you're providing a balanced objection handling mechanism back tothe prospect and you're instead of just doing what they ask you to do,you're trying to uncover what are the real objections, because most of the timethe reason that people are blowing you off, whether it's stay, go dark orthey're on responsive where they say send me more information, they didn't understandwhy or how what you were talking about a lines with what they're doing everyday, why it solves a problem that they have. So when somebody sayssend me more information, that is a...

...signal not to send them more information. It is a signal that there's more to do, there's more to doin discovery, there's more questions that need answering and there's more opportunity. Sowhat I would encourage you to try and do is stay in the moment.Stay in that moment, even though it's so hard and your instinct is justhang up the phone and say you know, yes, sir. Yes, ma'am, what you want to do is say what information would be helpful.Let's make sure we're on the phone right now. Is there something that Ican address or are there specific issues that I can walk you through? Andagain, anytime somebody's blowing you off, it's likely because they didn't understand,they weren't listening. You didn't pierce that veil of sort of that that zone, that cone of nothingness that everybody wears around their head every day where they'renot hearing you, they're not listening. You didn't breach it. So finda way to breach that cone, breach that veil, so that you canget into their heads and actually talk to them about what's important to them.So if you listen, or remember nothing else from this interaction, remember thatone says, when somebody says send me...

...more information, please don't do thatand please take a moment to provide a gentle pushback to figure out what isit that they don't understand about what you just described. So this has beenFriday fundamentals. It's brought to you by Outrach. I'm your host, SamJacobs. If you've got feedback for us or you want a specific fundamentalist youaddressed. Please let me know. You can reach me on Linkedin, Linkedincomthe word in. Iyeend Sam F Jacobs. I am not very discriminating when itcomes to accepting friend requests, so there's a high likelihood that you willbe accepted and send me a note and I will get back to you,and please keep listening. Future episodes will hopefully have a bunch of guests andfriends and we're going to try and keep it a little light for Friday.So thanks for listening. This has been Friday fundamentals. Have a great weekendand I'll talk to you soon.

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