“Send me info” is usually not a next step. It’s a polite exit unless you attach it to a reason and a follow-up.
Use the Door Crack framework:
1. Acknowledge: “Happy to.”
2. Narrow: “So I don’t send a generic deck, what’s most relevant: pipeline, rep productivity, or forecasting?”
3. Trade: “I’ll send the 2-minute version on that.”
4. Advance: “If it looks relevant, should we compare notes Thursday at 10?”
You’re not refusing. You’re turning a brush-off into a real signal.
🎯 Try this today: Write your 4-line response to “send me info” and use it before sending any deck or one-pager.
When a prospect says, “We’re not prioritizing this right now,” don’t rush to prove ROI. That often sounds like you didn’t hear them. Use a Chris Voss-style label first: “Sounds like this feels important, but not urgent enough to displace what’s already on your plate.”
🎯 Try this today: Write one label for your most common objection, then use it on your next call before asking any follow-up question.
C.A.L.M. Loop — the 4-step reset when a conversation turns tense
1. Center: inhale 4, exhale 6, silently label your feeling (“frustrated”). Naming emotion lowers its grip (Kross, Ethan).
2. Acknowledge: voice their emotion in one line (“Sounds like this delay is stressing you”)—a “label” in Never Split the Difference that melts resistance.
3. Listen: give them 30 silent seconds after one prompt (“Tell me more about the impact”). No nodding at Slack, just ears.
4. Move: suggest a single concrete next step you can both live with (“Let’s list two fixes and pick by 3 p.m.”).
🎯 Try this today: When the next micro-friction flares (late spec, blunt email), run C.A.L.M.—watch the room cool and the path forward appear in under a minute.