The following is a Guest post by Mike Brooks, AKA Mr. Inside Sales.

Of all the brush-offs, “Just send some information” is one of the most common and deceiving of all.  “But they didn’t say no,” 80% of telesales reps will say.  “Maybe after they see my information, they’ll become interested,” they think.

Yeah, right.  And maybe I’ll buy the winning lottery ticket today.

If your information did the selling for you, they wouldn’t need you! All they would have to do is send out information and then deposit checks, but it doesn’t work like that does it?  So what to do?

Call your telesales prospect out on this obvious attempt to blow you off!  Try saying this:

“I would be happy to.  Let’s say you like what you see, what would happen next?”

Or even stronger:

“I’ll be happy to.  If you like what you see, will you be ready to buy at that point?”

In other words, use a trial close, and then listen and think before responding.  And any answer that is not a “yes” is a telesales red flag, and that means you’ve got some disqualifying to do.

Just remember — the Top 20% would rather get a no now rather than take the time to mail out literature and then spend days and weeks chasing unqualified telesales leads.  And this should be your attitude, too.  So use the above telesales scripts, listen to their response, and act accordingly.  Whatever you do, don’t “just send out some information!”

Mike Brooks, Mr. Inside Sales, works with business owners and inside sales reps nationwide teaching them the skills, strategies and techniques of top 20% performance. If you’re looking to catapult your sales, or create a sales team that actually makes their monthly revenues, then learn how by visiting: http://www.MrInsideSales.com