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

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Blog Post - June 9, 2025

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

6. During pre-call planning, ensure that the pain or gain you seek is within this person's area of responsibility or authority (see decision-making roles).

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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