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

One of the largest dupes telesales professionals tumble into is the “Just Send Your Material” objection. In their enthusiasm to set up leads to call back, majority of the telesales professionals will agree and send their demos, quotes, and other information believing that they at least have a luck to close the sale once they call back. However, the question is: “How many individuals who tell you this objection actually close?”

Most likely, if you’re like most telesales professionals, the answer is “very few”. So, how do you handle this obvious brush off? The experienced telesales professional utilize cautiously prepared telephone scripts to manage objections like this and to get prospects to reveal how interested they really are.

Below are top five telephone scripts to help split the real buyers from those prospects who will end up wasting your time:

“Just Send Your Material”

Response #1:
I’ll be happy to do that __________, but until we know if this is truly a fit for you, we’d be wasting your time.  If you’re sincere about learning how this can actually help you, then I’d propose we take a couple of minutes right now to discuss your situation.  After that, if you’re really interested, I’d be glad to get something out to you – is that fair?”

Response #2:
“I’d be happy to _________.  Quick question though and please be honest with me: When do you think you’ll be serious about moving on to something like this?

Response #3:
If you like what you see, when would you be ready to place an order?” Or, “Sure, and after you review it, how soon are you looking to make a decision on it?”

Response #4:
“Before I do, I want to make sure you’d be ready to act on it if you like it.  Let me ask you a quick question: (Ask qualifying questions on budget, decision-making process, etc.)”

Response #5:
___________, my experience is that information like this, even when it’s this good, usually just gets buried under a stack of paper and that doesn’t do either one of us any good.  Now that we’re on the phone together, I can answer any of your urgent questions and then you’ll be in a better position to make a decision whether or not it makes sense to send you information.  Let me ask you about your needs for this type of (your service or product).”

If you found this article helpful, then you will love Mike’s Ebook: “The Complete Book of Phone Scripts,” 110 pages packed with word for word scripts and techniques you can begin using today to make more appointments and close more sales.  You can read about it by clicking here: http://www.mrinsidesales.com/scripts.htm