Producers eSource

Producers eSource (Insurance, Selling Tips & News)


  • Home
  • Life
  • Annuities
  • Financial
  • Health
  • Selling Skills
    • Presenting
    • Objection Handling
    • Closing
    • Public Speaking/Seminars
    • One on One
  • Client Acquisition
    • Networking
    • Prospecting/Referrals
  • Marketing
    • Promotion/Advertising
    • Customer Service
    • Public Relations
You are here: Home / Client Acquisition / Just Email Me Something

Just Email Me Something

October 17, 2018 By Mike Brooks Leave a Comment

What do you say when you get this objection while prospecting?

If you’re like many sales reps, you accept this stall and become a willing participant in the follow-up drama that ensues. And you know how frustrating that is.

Let’s face it: This blow off is just a variation that prospects have been using for years. It used to be: “Can you send me something in the mail?” or “Just send me a brochure,” etc. Then email started and guess what? A new stall was born.

So, what’s the best way of handling it? The first thing you want to do is find out whether it is a blow-off (80% of the time it is), or whether your prospect is truly interested in what you have and wants to know just a little bit more before they speak with you.

There is an easy way to find out.

All you have to do is have an email already prepared while you’re prospecting. If someone tells you to email them something, simply ask them what their email address is and the send it! Right then!

Simply say:

“Okay, I’ve just sent it to you. Let me know when it pops up, and I’ll show you a couple of links you’ll want to explore later.

“Meantime let me ask you…”

And then ask a qualifying question. The point here is whether or not your prospect will:

  • Give you the time to speak further with them. (If not, they weren’t going to open your email anyway, and if they will, then you know there is a legitimate chance they are interested.)
  • Actually, open the email. (This tells you how cooperative your prospect is, and so how cooperative they will be throughout the sales cycle.)
  • Blow you off with another objection. (This is actually great because it tells you that you won’t need to follow up on the email—they aren’t buying!)
  • Allow you to set a definite follow up appointment. (Which is what you want.)

Any of these responses will get you a lot further—and give you the intel you need as to how to pursue this lead—than sending an email after you hang up and then putting this prospect into your follow up queue.

Try it this week, and watch your leads get more qualified as you put less “wood” into your pipeline. And then watch as more deals roll out of it!

  • About
  • Latest Posts

Mike Brooks

President at Mr. Inside Sales
Mike Brooks, “Mr. Inside Sales,” is the recognized authority on inside sales. Mike’s company has been voted the “Service Provider of the Year Award for Training and Development,” for both 2017 & 2018 by the American Association of Inside Sales Professionals. Mike is the go-to inside sales trainer and phone script writer in the industry. Mike is author of several bestselling books on inside sales, including his new book: Power Phone Scripts: 500 Questions, Phrases, and Word-for-Word Scripts to Open and Close More Sales. Mike offers a proven online training program that immediately helps reps overcome call reluctance and close more sales. See his upcoming training schedule here: www.MrInsideSales.com.

Latest posts by Mike Brooks (see all)

  • Getting Cell Phone Numbers - February 18, 2019
  • Objection: We Are All Set - February 1, 2019
  • Why Use More Tie Downs and Trial Closes? - January 22, 2019
Share on Facebook
Facebook
Tweet about this on Twitter
Twitter
Share on LinkedIn
Linkedin

Filed Under: Client Acquisition, Featured Slider, Prospecting/Referrals, Tools Tagged With: Sales Skills, Sales Tips

About the Author

Mike Brooks, “Mr. Inside Sales,” is the recognized authority on inside sales. Mike’s company has been voted the “Service Provider of the Year Award for Training and Development,” for both 2017 & 2018 by the American Association of Inside Sales Professionals. Mike is the go-to inside sales trainer and phone script writer in the industry. Mike is author of several bestselling books on inside sales, including his new book: Power Phone Scripts: 500 Questions, Phrases, and Word-for-Word Scripts to Open and Close More Sales. Mike offers a proven online training program that immediately helps reps overcome call reluctance and close more sales. See his upcoming training schedule here: www.MrInsideSales.com.

Leave a Reply Cancel reply

Your email address will not be published.

Follow us

  • Facebook
  • Google+
  • LinkedIn
  • Twitter

Recent Posts

  • Getting Cell Phone Numbers
  • Reduce Client Taxes and Establish Foundation for Growth
  • Staying in Touch Creatively
  • Objection: We Are All Set
  • Why Use More Tie Downs and Trial Closes?



Featured

Five Questions to Ask Before Offering Web-Based Benefits Administration

Web Presence Tips for Independent Agents

#1. Whether you value them or not the consumer now considers your website, … [Read More...]

The Importance of Following Up

Tax Strategies to Ease Client Retirement Preparation

Taxes play an important role at every stage of life and are a crucial … [Read More...]

Annual Reviews are Due

As financial professionals, our job is to constantly seek new and improved … [Read More...]

Just Email Me Something

What do you say when you get this objection while prospecting? If you’re … [Read More...]

Which Life Insurance Policy Is Right for Your Client?

Agents should review their client’s life insurance needs at least every … [Read More...]

Questions of the Jury - Goldberg

Questions of the Jury

I was almost on jury duty last week – actually disappointed that I wasn’t. … [Read More...]

How to Sell Life Insurance in the Workplace

If you are trying to sell life insurance by cold calling, buying expensive … [Read More...]

Hot Topics

Marketing
Client Acquisition
Selling Skills
Public Relations

More Hot Topics

Annuities
Life
Senior Products
Financial
Health
Insurance News
Supplemental

What’s New

  • Getting Cell Phone Numbers
  • Reduce Client Taxes and Establish Foundation for Growth
  • Staying in Touch Creatively

Contact Us

We want to hear from you!
Click Here to Contact Us
Click Here to Advertise With Us!
Click Here to Email Our Senior Editor, Franz Reiter, or call him at
866-446-3853, Ext. 216

Privacy Information   |   Copyright © 2019 · Producers eSource

Copyright © 2019 · News Pro Theme On Genesis Framework · WordPress · Log in