Typical: after a meeting or call, a prospect asks you to send him additional info.
Atypical: you reply as follows:
1. “Absolutely, Sean—what kind of information would you need to help you (and your team, if applicable) come to a decision?”
2. “Sean, let’s say that I send you all that, you review it and love it—what happens next?”
Close Every Customer by Asking This Powerful Question