How To Use SALES JUDO To Overcome “Just Send Me Some Information” Objection


How many times this happened to you that after a few minutes of chatting with a prospect, they cut you short and tell you : “Just send me your information, I’ll review it and I’ll get back to you.” Now, tell me this : What do you think the chances are that the prospect actually means what he said ? That he’s actually gonna be waiting for your email, and he’ll drop everything he’s doing, read the email and then return your call ? It’s very low. In this video, I’m going to teach you how to use what I call “Sales Judo” to overcome this objection and turn a loss into a win. [Music] “Send me your information” is one of the most common objections used by prospects during sales calls. There are two reasons why your prospects gravitate to this response. First, they get to get rid of the sales caller without being rude (and nobody wants to be rude !). And second, it still leaves the caller with a false sense of hope. It leaves a salesperson with a false sense of hope. They’re left saying: “Well, hey, at least they didn’t say no !” and so the prospect feels like they’re being nice by taking the sales person’s feelings into account, and everybody likes to be nice. While I appreciate people being nice, it’s important to recognize this for what it is : This is an objection. And after you hear this objection, if you don’t overcome it and you hang your hopes on crafting a great email as your next step in the sales process, you’re really wasting your valuable time. Your prospect will probably never even open that email and you never got to ask any qualifying questions to figure out if this prospect was even a fit. So instead, you’re gonna use sales judo when you encounter this objection. In judo, you get your opponent to get their momentum going in a certain direction, and then you use that momentum to your benefit. So when you get this objection, the first step is to disarm them. How do you disarm someone ? Well, when they ask you if they can just send you information, say “Yes !”. Don’t fight them. Ask them for their email address, even if you already have it. Say something like : “Yeah, I’d be happy to email you some information over to you ! What’s your email, John ?” This makes people lower their guard because they feel like they won. They feel like they just save themselves from a pesky sales call. But now here’s the trick, and here’s the judo. This is what I call “The setup”. So, how you do this is you ask your prospect a question about what type of information they would be most interested in. So, what does this sound like ? You can say : “I have a fifty page product feature ebook that I could email you, but first I wanted to ensure that I only send you the most relevant piece of information. Can you tell me, are you guys more interested in X or Y or Z ?” When they answer this question, they’ve given you information that you can use to craft a great challenging statement. Not to mention they’ve thought a little more about the problems that you solve and how they relate to their business by answering that question. Then you can take what you’ve learned and countermove. We’ll call this “The trip” by making a statement that challenges them into action and engages them into looking at you and at your product and service more deeply. Now it’s time to reach into your quiver of challenging declarations and pull out the arrow to get the prospects attention and trip them to the ground. You’re gonna make a declaration and try to hit a nerve around a pain point that the prospect has or describe something that they really want. You want to resonate with them on an emotional level. This push declaration, it’s a risk, because you’re putting yourself out there a little bit, right ? The right declaration will push the prospect in a way that gets them interested and engaged for further conversation because you spoke directly to a problem or gold they have in their business. So, how do you choose the right push declaration ? Well, let me show you how I would do it. My day job is that I’m CEO of Badger Maps, an app that helps field salespeople. So let’s imagine that I’m in a conversation selling to a VP of Sales and I just got this objection and I’ve used my disarming question. Let’s say I learned that the type of thing they wanted more information on was how Badger would help save this VP of Sales’ team from spending time zigzagging around the town by building out routes in a smarter way. So, my push declaration should make a STATEMENT about what their team must be experiencing since they don’t have a modern tool to build their own routes. I would say : “Sure, I can send you information about how we help sales reps with routing. Wow, so your sales team must be wasting a lot of time behind the wheel if they’re not using a rotting tool to organize their day. I would guess they would they get a lot more meetings with qualified customers if they had a solution to build routes that were organized.” There are a few things to unpack in this statement that you should keep in mind as you build your push declaration. First, I acknowledge the information that they wanted. Next, I called out the pain of someone who doesn’t have the thing that they wanted information about. And finally, I made that relate to business value in their organization. You take a three-second pause here for your prospect to verbally or even silently inside agree with your statement. Once they have, they’ve been tripped. Now you can redirect the prospect to your solution. You can say.. or I would say in my example that “The average sales person using Badger to automatically organize their daily routes drives twenty percent fewer miles and gets twenty percent more meetings. If your sales people are getting twenty percent more meetings, what would it mean for your company ?” Did you see how this value statement starts the conversation ? This whole process is moved from you getting brushed aside by a common objection to you having a meaningful conversation about how your solution can drive business results. You were a pesky sale person, now you’re starting to earn the prospects trust. Okay, so I have thrown a lot at you here and I’d like to take a step back and just summarize what we just did so that we can get you to a point where you can do this yourself to overcome this common objection. The first step to Sales Judo was you disarmed the prospect. In my case, it was saying : “I’d be happy to email you some information over, John. What’s your email ?” And then you set them up. “I have a fifty page product feature ebook that I can email you, but I wanted to ensure that I only send you the most relevant piece of information. Can you tell me… are you guys more interested in X or Y or C ?” Then you use the trip move “Sure, I can send you information about how we help reps with routing. Wow, so your sales team must be wasting a lot of time behind the wheel if they aren’t using a routing tool to organize their day. I would guess they would get a lot more meetings of qualified customers if they had a solution to build routes that were organized.” Then, the redirect to your solution. This is the final step. “The average sales person using Badger to automatically organize their daily routes drives twenty percent fewer miles and gets twenty percent more meetings. If your sales people are getting twenty percent more meetings, what would it mean for your company ?” Alright, so now I want you to pause this video and sit down and write down your setup, write down your trip move, write down your redirect. Do this exercise for your product solution so that you’re ready for everything. Okay, did you unpause me ? If you haven’t unpause me, that means you didn’t pause me. Pause me ! Okay, so now you’re ready to use Sales Judo to take an objection, overcome it and have a productive sales conversation ! Thanks for watching and if you like what you’ve seen, please share and subscribe. See the link in the description below to get all the field sales training videos that I’ve made. If there’s a particular field sales topic that you would like me to cover, just mention in the comments below or feel free to reach out to me. It’s [email protected] badgermapping.com. Happy selling everybody ! [Music]

6 thoughts on “How To Use SALES JUDO To Overcome “Just Send Me Some Information” Objection

  1. I love the way you approach sales training ! Most of the information out there is purely conceptual, with no real examples. Your sales acumen really stands out! Thank you for sharing!

  2. i watched this on skill share thanks for posting this i enjoyed this also learn alot look forward to more videos

  3. I appreciate your time and the video is quite handy. Step by step unfolding the customer and showing him the value behind, and not being cheesy. Great tips! 🙂

Leave comment

Your email address will not be published. Required fields are marked with *.