- Here we go, send me more information,
have you heard of that before from you prospect?
Yes I love what you have to offer,
I love what you sell,
I would love to do business with you,
I wanna do business with you,
just send me some more information,
and I will get back to you.
Now what happens when you send them more information?
Comment below, you know what happens.
You never hear from them again, yes?
That's the issue.
So when they say, send me more information,
what they're actually saying is, it is a no,
you know it, they know it,
they're just trying to be polite.
So when prospects says to you, send me more information,
what does that mean?
And what do you say to that?
What it means is,
you have not given them enough information on the phone,
also it means is you have not properly qualified them.
You have not found out their needs,
and that's why they are stalling the sale.
They don't want to take action.
They don't see the reason why they need to take action.
And then you spent all that time sending them their email,
crafting their perfect email,
oh it's very nice talking to you,
here's some more information.
Well you know what?
If you can't close on the phone, it makes no sense,
so what do you say?
Here's the line that you could use with the right context.
When the prospect says, send me more information,
here's what you say, you say,
you know what Mr. prospect,
I'd be more than happy to send you more information,
exactly what do you want me to send you?
And they'll say, well send me some testimonials,
okay, what else do you want?
Send me some case studies,
okay what else do you want?
Send out the summary of everything we've talked about,
okay, what else?
Go on and on.
Well Mr. prospect, let's pretend I could give you
the summary, the case studies, the testimonials, references,
and you talk to those people,
and you like them and you like what they have to say,
and you like me, and we decide to do business,
are you ready to do business today?
Is the budget an issue?
Do you have the money right now?
Are you comfortable spending what we were talking about,
to solve the problem that you have?
Oh, uh, well, I don't know, maybe,
maybe later, let me think about it.
Okay so, it's not really about the information now is it?
It's the money isn't it?
Well then let's talk about the money.
What can I do to solve this?
And boom, you get to the truth.
You get rid of all the smoke and mirrors,
and you cut to the core,
what is the issue?
The issue is the money,
it's not more information, right?
Sometimes I even say,
one time I was doing a call with a prospect.
It's like Dan, I love what you do,
why don't you send me a copy of your book,
and then after I read the book, I'll get back to you.
And I simply say to them, hey,
you know what Mr. prospect,
you know I wrote the book, what could you possibly get
from the book that you could not get from me in person?
I'm on the phone with you.
Let's talk.
So what are you looking for precisely, exactly.
And boom, I get to the truth.
That's how it's done.
Don't let them get away,
don't let your prospects get away,
just be direct.
You know what, if I send you information,
we're not gonna do business are we?
And you cut to the chase.
And they will tell you the truth.
Then from there, you find the truth.
What is it that's stopping them from taking action,
then you go solve that.
Which in most cases, it is the money, it is the budget.
Then let's solve that problem.
I'm conducting a special online event,
called Telephone Millions.
This is the first time ever,
I'm taking what I teach to my high level students,
and condense it in a simple two hour training,
that you can participate in,
so click the link below, I put a link here,
also in the description, or somewhere here.
Then you can join me live, where Dan Lock, me, the king,
of high ticket sales, I'm gonna teach you,
when your prospects say to you,
well send me more information,
send me a proposal, or your price is too high.
How do you close a five thousand, 10 thousand, 25 thousand,
even a 100 thousand dollar sale in one phone call.
So click the link below, and I'll see you in class.