"Just send me some info" 🙃

Probably the most expensive sentence in small business sales.

The salesperson hears it and feels relief. Finally a next step! Sends the brochure, the price list, maybe a case study. And then... nothing. Two follow ups, no answer.

Most of the time this sentence means "I want to end this call politely". Not always. But often.

So don't just say "sure, will do".

Ask one more question first:
"Of course. What would you like to check in it, so I send the right thing and not 20 pages?"

Now you learn something. Maybe it's the price. Maybe their boss has to see it. Maybe they don't really feel the problem yet, and no PDF will change that.

And before you hang up, put 15 minutes in the calendar to go through it together. If they don't want even that, ok, you got your answer too 😅

Info is not a next step. A date is.