Prevent the objection, "Just send me your literature" Strategy 4 of 6

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Blog Post - May 28, 2025

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Prevent the objection: Just send me your literature. Strategy: 4 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: 4 of 6

4. Get the prospect’s attention by putting your greeting (good morning or good afternoon) at the end of your introduction, not at the beginning. For example, “Hello, this is ____ with ____, good morning.” Wait until they respond. They may say something like, “I’m sorry, who did you say you’re with?” That means you have their attention. Now you can answer, and then proceed with the reason for your call.

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Buy the eBook or 316-page Paperback: The book contains 874 PREVENTION, PREEMPTION, and RESPONSE strategies for the 85 most common sales-stopping objections, categorized by the missing Buyer Belief that causes them.

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