{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":300,"width":600,"title":"333 How to Answer "Just send me information"","description":"\u201cSend me some information.\u201d Those five words have probably killed billions of dollars in potential sales. Because too many salespeople hear them, happily agree, send off a deck, case study, or PDF... and then spend the next month chasing a prospect who never wanted the information in the first place. But sometimes they DO want it. So how can you tell whether \u201csend me something\u201d is legitimate interest or simply a polite way to get you off the phone? In this episode, you\u2019ll learn the specific questions to ask when you hear an information request, including one of my all-time favorites: \u201cIf you like what you see, what happens next?\u201d I\u2019ll also show you how to uncover what the prospect really wants to know, use their request to learn more about their buying process, avoid sending information into a black hole, presell what you send so it actually gets looked at, and lock in a real next step before ending the conversation. Plus, we\u2019ll look at how AI can make what you send dramatically more relevant without burying prospects under even more generic crap they didn\u2019t ask for. The big takeaway: Sending information is NOT a next step. It\u2019s your cue to ask a question. ","author_name":"The Art of Sales with Art Sobczak","author_url":"http:\/\/TheArtOfSales.com","html":"