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Sales Skills / Turn “No” Into “Not Yet” / Lesson 18
LESSON 18 · TURN “NO” INTO “NOT YET”

Just Send Me Something

Practical ways to handle “just send me something”, turning it into a conversation that helps.

A document alone rarely sells. Pair it with a plan.

10 tipsEasy things to say7-day plan
Start with tip 1
Jump to the 7-day plan

10 tips that really help

These ideas come from Objections (Jeb Blount), Never Split the Difference (Chris Voss), The Sandler Rules (David Mattson), and everyday practice. The first six help the most. Pick one and try it today.

Photo for the tip: Just send me something is a request and a signal
TIP 1

Just send me something is a request and a signal

It may show real interest or an easy way to end the call, so respond with care.

TRY THIS
Think of both possibilities.
Photo for the tip: Agree happily
TIP 2

Agree happily

Saying of course, I would be glad to keeps the mood warm.

TRY THIS
Practise the tone.
Photo for the tip: Ask what would be most useful
TIP 3

Ask what would be most useful

A question such as what would you like it to cover? makes the material relevant.

TRY THIS
Listen to the answer.
Photo for the tip: Ask who else should see it
TIP 4

Ask who else should see it

Learning who else is involved helps you reach decision makers.

TRY THIS
Request names.
Photo for the tip: Send something short and tailored
TIP 5

Send something short and tailored

A one-page summary that answers their stated need is better than a heavy brochure.

TRY THIS
Write it specifically for them.
Photo for the tip: Agree a time to talk afterwards
TIP 6

Agree a time to talk afterwards

Say I will send it today, may I call Thursday? to keep the conversation moving.

TRY THIS
Set the date.
Photo for the tip: Send it quickly
TIP 7

Send it quickly

Fast delivery shows reliability and keeps the memory of your call fresh.

TRY THIS
Within the hour.
Photo for the tip: Make it easy to skim
TIP 8

Make it easy to skim

Clear headings, short paragraphs and one call to action help busy readers.

TRY THIS
Format carefully.
Photo for the tip: Follow up as promised
TIP 9

Follow up as promised

Calling on the day you said proves you are dependable.

TRY THIS
Put it in your calendar.
Photo for the tip: Accept a genuine no
TIP 10

Accept a genuine no

If they truly want nothing, thank them and leave the door open.

TRY THIS
Stay friendly.

Easy things to say

When you are stuck, pick one of these. They work in many sales conversations.

AGREE

“Happy to send something.”

ASK

“What would be most useful?”

PLAN

“I will send it today and call Thursday.”

SHORT

“I will keep it to one page.”

CHECK

“Anything specific I should include?”

THANKS

“Thank you.”

Your first week

One small action a day. Each day is only a little bigger than the last.

DAY 1
Ask what they want to see
DAY 2
Send a short summary
DAY 3
Agree a follow-up
DAY 4
Personalise the email
DAY 5
Include one clear next step
DAY 6
Follow up as promised
DAY 7
Review

Further reading

  • Objections (Jeb Blount)
  • Never Split the Difference (Chris Voss)
  • The Sandler Rules (David Mattson)

The tips above are written in our own words and are general guidance. The books are suggestions for further reading.

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Next lesson: I Need to Talk to My Partner →

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These lessons share general learning and everyday ideas. They are not medical or mental health advice. If you feel very anxious, low or unwell, please talk to a doctor or a qualified professional.

More lessons in “Turn "No" Into "Not Yet"”

Keep going. Small steps every day make a big change.

← Previous: Call Me Next MonthNext: I Need to Talk to My Partner →

  1. An Objection Is Interest in Disguise
  2. The Four Real Reasons for Every Objection
  3. Stay Calm When They Push Back
  4. Do Not Argue, Do Not Defend
  5. Pause Before You Answer
  6. Know the Top Ten Objections Before You Hear Them
  7. Write Your Own Objection Playbook
  8. Too Expensive: What They Really Mean
  9. Compared to What?
  10. Show the Cost of Doing Nothing
  11. Break the Price Into Small Pieces
  12. Explain Value Before Price
  13. Handle "Your Competitor Is Cheaper"
  14. When to Say "We Are Not the Cheapest"
  15. I Need to Think About It
  16. It Is Not the Right Time
  17. Call Me Next Month
  18. Just Send Me Something
  19. I Need to Talk to My Partner
  20. Create Honest Reasons to Act Now
  21. Follow Up Without Nagging
  22. We Have Had a Bad Experience Before
  23. I Am Not Sure It Will Work for Us
  24. We Already Use Someone Else
  25. We Are Happy With What We Have
  26. Reduce Risk With Proof
  27. Offer a Trial, a Pilot or a Guarantee
  28. Let Customers Reassure Customers
  29. Feel, Felt, Found Done Right
  30. Acknowledge, Ask, Answer
  31. Use "Help Me Understand"
  32. Reframe the Concern Kindly
  33. Turn the Objection Into a Question
  34. Know When to Stay Silent
  35. Spot a Real No
  36. Leave the Door Open
  37. Ask What Would Change Their Mind
  38. Learn From Every Lost Deal
  39. Stay in Touch With Lost Leads
  40. Come Back Later With a Fresh Reason
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