You've just made your telephonic presentation to a prospect. After a pause they respond, "Could you send something in the mail?" What they really mean is, "How compelling...NOT! Oh...Gawd. How can I get this clown off my phone without a scene? I know...I'll ask them to send me something. That's it"
Of course, you could kill another tree and send them something. Or you could respond with something like this...
"Well, I could certainly do that. However I've found that with an investment approach like this, the literature is not completely self-explanatory. In fact, it usually raises more questions than it answers. In the time it takes to digest it all, I could give you a live demonstration that would really show you what the benefits are. And it would only take 10 minutes tops! How's Monday morning at 10:00?"
Or you could say this...
"Well, I've found that when people ask for more literature, sometimes it's because they've already decided they don't want what's being offered and are just looking for a graceful exit. If that's the case with you, I'm sure you have a good reason for feeling that you don't want this product. I'm curious about what this is"
If your prospect doesn't bite at either response, yet you believe that they are somewhat interested, you could end the call with this...
"OK. Let me send this off to you in an e-mail document. I'll do this right away. What's your email address, and that of others who will be involved in the decision?"
Your email to the prospect will most likely not be read. Yet email-addresses are gold, because they give you direct access to the prospect.
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