Prevent the objection, "Just send me your literature" Strategy 3 of 6

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Blog Post - May 13, 2025

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Prevent the objection: Just send me your literature. Strategy: 3 of 6

Objection_Free_Selling_Icon Prevent - Preempt - Respond

Objection 15 of 85: Just send me your literature.

When does it usually occur? Initial contact.
Probable Cause: Prospect does not feel any discomfort or see any gain.
Objective: Increase awareness of the Benefit deficit discomfort or Benefit based gain.

Prevention Strategy: 3 of 6

3. Given you have strong USPs; the prospect will then have the pain of unfilled needs because s/he does not have your USPs’ Advantages and Benefits that fill these needs. If this is the right decision-maker to feel the pain or see the gain, s/he may not be able to do so because of distractions in other areas. For example, if you have a slight toothache and you plan to call the dentist when you get to work, but when you arrive, overwhelming customer demands occur that require your total attention. This takes all day. What happened to the toothache? That’s right; the pain seemed less noticeable. Greater pain will distract you from milder pain or discomfort. But when the day slows, the toothache pain returns to consciousness.

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