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“Can you send me some info?” Here's what I say.
“Send me info” is usually a polite exit. These 4 steps find out what it's hiding, while you're still on the call.
The one rule: never send info into a black hole.
A PDF doesn't close anyone. A specific question does.
- Step 1
Agree
“Sure, happy to.”
- Why it works
- No resistance. They expect you to push, and you don't.
- Step 2
Get specific
“What specifically do you want to look at?”
- Why it works
- A vague request gets a specific question. Most people name the real concern here.
- Listen for
- Pricing, results, how it works, or “just everything”. “Everything” usually means a polite no.
- Step 3
Ask what happens next
“And if [that] works for you, what happens next?”
- Why it works
- You find out if there's a real decision behind the request, or just an exit.
- Step 4
Do it together
“Then let's look at it together, right now. It'll take five minutes.”
- Why it works
- You answer their real question while you're both there, instead of hoping they read an email.
- If they still want it sent
- Send it, and book a 15-minute follow-up before you hang up.
Want me to run this with you on your calls?
In 1:1 mentoring we go through your real recordings and turn this into your own close. Apply in 2 minutes.