Cold Call Tips to Stop the Objection
Send me Information

If you get this common cold call objection 
here is how you can prevent it

These cold call tips that will show you how one word you're using on telesales and appointment setting calls can cause your prospects to respond with the sales objection – Send me information.

If you make cold calls you probably get prospects asking you to send them information when you use a trial close or go for full agreement to a sale or a sales appointment.

This common sales objection stops the call, you can’t progress to a close because they just give you the same response: Can you send me information.

The telesales and appointment making teams I managed and trained used to have the same problem, so I looked for a cause and a solution and what I came up with is all on this page.

 

The Word that Can Cause
Telesales and Appointment Objections?

What I discovered was: there is a direct correlation between the use of one word on the cold calls and getting the objection asking for information. 

The word is: Interested

Add this to your cold calling tips: on appointment setting and telesales calls, if you use the word interested at certain points in the calls there is a higher chance the prospect will ask you to send information. 

When interested is used as a close or trial close line on a telesales or sales appointment call this objection occurs more often.

For example:

• Does that sound like something you would be interested in?
• Is that something of interest to you?
• Would you be interested in gaining those benefits? 

It's a common question, it's gentle, a nice way to test their level of interest. But, it will cause the information objection.

Typical Cold Call Tips
and Responses 

I listened to live calls made by my teams as part of my research to develop cold call tips to prevent this objection.

Once this objection comes up it’s really very difficult to overcome or get past it. The prospect has asked for information, what can you say to overcome this response and continue with your sales or appointment setting process?

I’ve heard some poor attempts to get past the objection with lines such as:

• I’m you’re information pack, I can tell you anything you need to know.
• What is it you need to see I’ve told you everything about the product?
• We don’t send out information, it’s my job to answer any questions.

No surprise that these responses were not very successful and some prospects became more entrenched, which made it even more difficult to close the sale or gain the appointment. 

These are typical responses people use to deal with this response, but I've never heard them used successfully. 

Verifying These Cold Call Tips

I took a group of telesales and sales appointment callers and recorded data from their calls on how many: send me information,  responses they received when the word interested was used in a trial or full close.

To check the results I then followed this with a quick telesales training session to stop them using the word interested anywhere on their calls. 

Getting them to change wasn’t easy, some had been doing the same cold call script for years without realising they could improve it...

The same data on the calls made without the word interested was collected. The figures supported my initial thoughts about the connection between using interested and getting the information objection.

There was an average decrease of more than 60% in the number of send me information objections after the telesales training when interested was removed from the calls!

The total number of all objections only fell by 20% as there was an increase across the whole range of other objections. But at least those objections were real, genuine questions and concerns, objections that could be addressed and dealt with. 

There was also an increase in call backs and follow up calls, and the important result was a 24% increase in confirmed sales and appointments combined. 

My Interpretation of the Results...

My interpretation of these results is: after the telesales training, and removing the word interested, some of the prospects that would have responded by asking for information to be sent responded with a different, more specific, objection or deferred making a decision and required a follow up call at a later date.

The objections that did arise were based on real concerns, rather than a request for non-specific information, and a bigger percentage of these could be overcome using techniques you'll find in the appointment and cold calling objection section at: Cold calling techniques

All round positive results for both telesales and tele-appointment callers, so here’s some cold call tips on rewriting your call  scripts and removing the word ‘interested’  from your cold calls...

Cold Call Tips on Removing
‘Interested’ From Your Calls

My cold call tips on taking ‘interested’ out of your sales appointment and telesales scripts will help you enjoy the same benefits from an increase in results as my teams did.

If you manage a team start with sales training to explain what you’re doing and to create cold calling scripts without using the ‘I’ word. 

If you are developing your own personal sales skills create a new script for your own cold calls and change the stages that use interested.

The main area you want to look at is re-scripting your lines for a trial close or your full agreement gaining closing line.

Other cold call tips are: not to use interested in your Introduction Stage, as I believe this could trigger a send me information response right from the start of your calls. So check your first few lines and create an Interest free introduction so you are not jeopardising your calls from the start.

You might want to use this opportunity to rebuild your complete call script, here are some useful links to help you to do  that...

The Appointment Section main page will show you how to create an effective script in 5 easy stages, see more at Appointment Setting...

If You're Serious about Making
Sales Appointments

You can have the professional training course that I use to train professional sales appointment teams.

How to Make Sales Appointments in a Nutshell

The Sales Buzz - Newsletter Ezine

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