SOAR Selling: How To Get Through to Almost Anyone—the Proven Method for Reaching Decision Makers

CHAPTER 10DEALING WITH THE “SEND ME SOMETHING” REQUEST

Creating a SMS File: Make Your Time Matter

When you are in the process of driving new business, you will ultimately be receiving “send me something” requests frequently. This is just what happens to salespeople when calling on new prospects. If you are anything like most salespeople, you hate to do paperwork, so the last thing you want to do is put together a SMS package or e-mail every time a prospect says, “send me something.”

Here is what we do (we are no different than you when it comes to disliking paperwork!). We have prepared a SMS file on our computer for nearly every SMS request we can imagine. We have video clips, one-page documents, two-page documents, testimonials, articles, product ...