In a recent LinkedIn post, Giulio Segantini challenges the conventional interpretation of prospects who express interest in receiving an email, suggesting it often serves as a polite dismissal. Segantini, a keen observer of sales and communication strategies, argues that the desire for an email, particularly in a sales context, is rarely a genuine request for more marketing communication.
The core of Segantini’s argument revolves around the historical context and perceived utility of email. He points out the longevity of email as a communication tool, noting its invention around 1971. However, he posits that the only emails consumers genuinely desire are transactional ones, such as shipping notifications.
“Email was invented in roughly 1971. No one has ever asked for more. The only email customers want? ‘Your order has been shipped'”
Deconstructing the ‘Email Request’
Segantini suggests that when a prospect says, “I’m so interested, I want an email,” they are often using it as a subtle way to end the conversation. He frames this request as an objection that sales professionals should learn to recognize and address directly. According to Segantini, this polite refusal requires careful handling.
Interpreting the Prospect’s Intent
He encourages sales professionals to consider the underlying message behind the request for an email. Segantini poses critical questions for self-reflection:
- Is it a polite way to tell me to go away?
- Should I send it to your spam or trash folder?
- What exactly would you like to see in that email?
These questions, as highlighted by Segantini, are designed to probe the prospect’s true intentions and to understand if there is any genuine value they expect from an email exchange, or if it’s merely a tactic to disengage.
“They’re telling you as a polite no. Cold calling is getting past the no. Treat this like the objection it is.”
The Challenge of Reaching Prospects
Segantini emphasizes the difficulty inherent in securing a direct conversation with potential clients today. He argues that a misinterpreted request for an email can lead to a sales professional being relegated to the less effective task of ‘chasing an email’ rather than engaging in a meaningful dialogue.
“It’s hard enough to get people on the phone. Don’t get relegated to chasing an email.”
His advice is to push beyond the superficial request and attempt to uncover the real reason behind the prospect’s reluctance or their indirect way of signaling disinterest. Segantini advocates for strategies that aim to secure a more direct form of communication, such as a phone call, where the sales professional can better gauge genuine interest and address objections in real-time.
Ultimately, Giulio Segantini’s insights on LinkedIn serve as a valuable reminder for sales professionals to critically evaluate prospect interactions and to not take every stated preference at face value, especially when it comes to the often-misunderstood request for an email.
📝 About This Content
This article is based on insights shared by Giulio Segantini on LinkedIn.
📅 Originally posted on September 2, 2026 | View original post on LinkedIn →