"Can you send me some information?" Every sales person hears this one.

"Can you send me some information?"

Every sales person hears this one. Most reps say yes of course, send the deck, write it in the CRM as a hot lead and feel good. Then nothing. Silence.

Because most of the time it's not interest. It's the polite way to finish the call. People don't like to say no straight to your face, so this is how no sounds.

So don't just send. Ask one thing first - "Sure, what should I put in it so it's actually useful for you?" If they can answer, you have a real conversation going. If they can't, you know where you stand and you just saved yourself 3 weeks of follow-ups :D

A polite no is still a no. Better to hear it on the call, not in week four.