Overcoming the "Send Me Something" Objection
When a prospect says, "Send me something" or "Send me a proposal," it often comes up after you've outlined your services. It might sound promising, but let’s be real—what they’re often saying is, "I’m not really interested," or they want to use your proposal to negotiate a better price with someone else. Here’s how to handle this situation effectively:
Scenario:
Prospect: "That sounds interesting. Can you send me a proposal and call me again next week?"
You: "I’ll be honest—when someone asks for a proposal, it usually means they’re not interested, or they want to show it to someone else to get a better price. Is that what’s happening here?"
By being upfront, you cut through any ambiguity and push the prospect to clarify their true intentions. Most of the time, they’ll admit they’re not really interested, but sometimes they’ll surprise you.
Prospect: "No, I do want a proposal."
You: "I appreciate that. What’s stopping you from saying 'yes' today?"
This question allows you to dig deeper into their hesitation and address any concerns directly.
The key is to recognize that "Send me something" often masks a lack of genuine interest or a tactic to compare your offer with others. By confronting this head-on with a direct question, you can either uncover a real opportunity to move forward or decide to move on and refine your approach for the next prospect.