Short sales-coaching clip with Jeremy Miner advising salespeople not to rely on sending information over email when prospects ask for it. He argues emailing first builds no gap or trust and has a low close rate; instead, after a few email exchanges you should call using the email thread as a reason to pick up the phone and build rapport.
So if a prospect ever says, just email me the information, let's say you have a lead, you don't want to just email them the information because you know they're not going to buy 95% of the time because you built no gap, there's no trust. You're simply going to find out more details by this. Yeah, not a problem. Now, just so I know what to email you, what specific information were you looking for about xyz? Then they email back, well, I'm looking for this and this and this. And you can start asking a few questions. After three or four email exchanges, I would just pick up the phone. Hey, John, it's Jeremy. Jeremy, Jeremy Miner. We're just emailing back and forth. It's a lot of information to type. So I had a couple minutes before my next appointment and I can give you some of the details now if this helps you or something like that. But now I have an excuse because I've been emailing back and forth for two, three, four days to just pick up the phone. That's what you want to do. You don't want to be like everyone else.
