{"id":2793,"date":"2019-05-19T19:30:08","date_gmt":"2019-05-20T00:30:08","guid":{"rendered":"http:\/\/www.alighaemi.com\/wp\/?p=2793"},"modified":"2019-05-19T19:30:08","modified_gmt":"2019-05-20T00:30:08","slug":"send-me-information","status":"publish","type":"post","link":"https:\/\/www.alighaemi.com\/wp\/?p=2793","title":{"rendered":"“Send Me Information”"},"content":{"rendered":"

Several years ago I wrote about customers asking for information<\/a>. This is often a way to blow off salespeople.<\/p>\n

The post refers to the concept of activity versus result. We in sales can show activity, but it should always point to a result. Salespeople ought to want to move forward with their process, with their quota and with sales. Salespeople do not want to have activity for its own sake.<\/p>\n

 <\/p>\n

Collateral, documentation, etc. have their place. They bring a prospect to an educated point, they raise customer awareness and bring customers to salespeople<\/em>. If the customer is already speaking to sales then it is time to move forward with our process. Collateral here makes sense only if it is in conjunction with a bona fide sales process, next steps that are time-bound (i.e. exactly when?) and speak to a comprehension of pain and issues.<\/p>\n

Otherwise, a customer saying \u201csend me a pdf\u201d is akin to their saying \u201clet me give you something to do so I avoid actually speaking with you or taking action.\u201d Let us be frank. How many times is \u201csend me information\u201d a polite way to say \u201cI am dismissing you.\u201d<\/p>\n

 <\/p>\n

Customer: \u201csend me information.\u201d<\/em><\/p>\n

Salesperson Good: \u201cGreat! Customer is interested. I will send them information.\u201d<\/em> Most of the time this leads to a customer disappearing on salesperson.<\/p>\n

Salesperson Better: \u201cThanks for requesting information. However, what exactly are you looking to find out? I want to make sure it is exactly relevant to your need. I may also be able to answer it right now.\u201d<\/em> Most of the time this either leads to a serious sales prospect (because Better salesperson will dig out pain and make the information relevant and personalized) or disqualifying a false prospect.<\/p>\n

 <\/p>\n

Salespersons should ask themselves honestly: how many times have you sent \u201cinformation\u201d to customers and it has not only not resulted in sales, but also there has not even been a follow-through?<\/p>\n

 <\/p>\n

Sales happen when customers have a reason to act. The Salesperson has tallied the ROI, spoken to the decision-maker and made them know why they need the solution. In such cases, the very least one could do is couple the sending of the information with a Calendar to discuss it. Although, again, why send information that the customer can discuss with their Account Manager\/Regional Sales Manager?<\/p>\n

 <\/p>\n

*Things that need to go away: Confusing activity with actually selling something
\n<\/em><\/p>\n

\"\"<\/a>

Photograph Credit: Geralt<\/p><\/div>\n

 <\/p>\n

 <\/p>\n

 <\/p>\n","protected":false},"excerpt":{"rendered":"

Several years ago I wrote about customers asking for information. This is often a way to blow off salespeople. The post refers to the concept of activity versus result. We in sales can show activity, but it should always point to a result. Salespeople ought to want to move forward with their process, with their […]<\/a><\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_lmt_disableupdate":"","_lmt_disable":""},"categories":[3,10,11],"tags":[429,428,430],"aioseo_notices":[],"aioseo_head":"\n\t\t\n\t\n\t\n\t\n\t\n\t\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t