On all my cold calls it seems like the prospects are interested, but I keep getting to a point where they say "great, send me an email." Any way to handle this so I don't keep getting ghosted?
Ugh - "send me an email" is the worst... and unfortunately I'd say that 95% of the time it's just to get you off the phone and you'll never hear from them again. If I were you, I'd think about whether there's a way you can counter what is effectively an objection... so maybe something like: Them: "Great, send me an email" You: "For sure - but just to make sure that I include the right stuff in the email so it's not a waste of your time, would you say that ..... [x]" I don't know what you're selling so not sure what you'd say there - but the point is to try to get some piece of info that would be useful in qualifying them. And essentially you're offering to let them off the hook (phone) in exchange for that info. So what would that be for you?
Maybe try something like, "Sure, I can send you more information. Before I let you go, let's set a time to discuss what I send over after you've had a chance to review it."
Here is the best talk track: "Can I level with you? Is it fair to say that this is the polite way of getting the pesky sales rep off the phone. I that's the case I'm happy to go our ways,
In some ways it's a blessing in disguise. Send them the email, and propose a time to meet with them to discuss. If they accept or counter, they have some interest and you can keep working the deal. If they don't, don't chase someone not interested.
My favorite objection- #1 Totally get it NAME, when people tell me that it’s usually a polite way to get me off the phone which I get and appreciate your time as I can’t imagine what might be piling on your plate. Just so no one calls you again from COMPANY/DIVISION, what exactly would you like to see in that email? Or what can I include in my notes so no one calls you again. #2 I appreciate you letting me have those few seconds/minutes of your time to go over COMPANY. I can send over an email however it would be kind of generic without knowing what would be the most relevant to you/your role/etc... What would be top of mind for you? We can schedule a brief 15 min connect to go over XYZABC that you told me is top of mind next Tuesday or Thursday what day works best? Just be professionally persistent. Objections aren’t real half the time :) hope this helps !