Prevent the objection, "Just send me your literature" Strategy 5 of 6

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Blog Post - June 6, 2025

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Prevent the objection: Just send me your literature. Strategy: 5 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: 5 of 6

5. Introverts like to get printed materials before discussing the substance. If you’re targeting professions typically populated by Introverts (such as accountants, engineers, researchers, writers, and actors), consider adding sending literature to your sales process steps. If you do this, be sure to tab the pages and use a highlighter to identify key items in the literature that you want them to be sure to notice, or you’ll invite the “I haven’t had time to look at it yet” type objection.

Resource: Objection Free Selling, third edition, has now been on the Amazon Top 100 Best Sellers List for seven years and eleven months. Get your copy today.

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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