How many times when prospecting for new business does a prospect ask you to send some information? From my experience, it happens quite often. Whether the prospect is truly interested or they are blowing you off is besides the point. With this call, “Send me some information” the prospect clearly sets the ground rules. Unfortunately, this sales person choses to go a different path and completely burns the bridge for any potential opportunity in the future. You have heard of the other “Golden Rule” haven't you? The person who has the gold makes the rules. End of story.
When a prospect asks to see information, how do you handle it?