Jun 18, 2018
#2 in a series on Agency Sales Objection Handling: How do you respond to agency prospects when they say "send me more information"? In this video we'll cover ways to respond and how to ensure you don't waste your time and only work with the right prospects.
Is it a put off or a sales objection when a prospect says "send me more information"? Hard to tell... so I always ask: WHAT, WHEN and WHY?
WHAT - What would you like me to send to you?
WHEN - When would you like me to send it?
WHY - Why do you want more information?
If they're blowing you off they won't have good answers to these questions. But, if they're legit then they will have a very specific piece of information, reason and timing. That's how you see if they're the real deal and decide whether they're worth you time.
Next: agree to send the information and SET UP THE NEXT MEETING right then and there. That's how you're going to close more business and stop wasting time on the wrong prospects.
Comment below and tell me what sales objections you're hearing out there. I'm doing a series of videos on handling objections and maybe I'll feature your question or complaint.
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JASON SWENK IS AN AGENCY ADVISOR THAT GUIDES MARKETING AGENCIES THROUGH A PROVEN FRAMEWORK FOR GROWING THEIR AGENCY FASTER & EASIER.
Fresh out of college Jason was off to work for Arthur Anderson, one of the big 5 consulting firms. He quickly realized that he could never work for anyone other than himself. He decided to change direction, launch a digital agency that quickly grew to a multi-million dollar operation working with brands such as AT&T, Hitachi and Lotus Cars. After 12 years of steady growth, the agency caught the attention of bigger agencies and Jason sold it in 2012.
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