“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 already have a vendor,” don’t attack the vendor. That makes them defend a decision they probably helped make.
Instead, respect the incumbent and question the fit against today’s reality: “Makes sense. What’s changed in the business since you picked them?”
🎯 Try this today: Write a one-line response to your “we already use ___” objection that starts with agreement, then asks what has changed.
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.
SOAP Answer — four lines that keep exec Q&A under 30 seconds
1. Statement: give the straight answer first (“Yes, we can ship by 6/30.”)
2. Outcome: name the metric or risk at stake (“Hits FY churn target—saves ~$140k.”)
3. Approach: one sentence on how you’ll make it true (“Pulling two contractors onto QA, nightly regression kicks off Monday.”)
4. Proof: a concrete data point or precedent (“Same swap cut bug backlog 23 % last quarter.”)
🎯 Try this today: Pick one hard question you expect in your next leadership meeting—draft its four-line SOAP Answer and rehearse it once before you log on.