Respond to the objection, "Just send me your literature" Strategy 2 of 3

SalesHelp Blog Icon

SalesHelp Best Practices Blog

Blog Post - July 13, 2025

Select to "Follow" SalesHelp with Dr. Robert DeGroot on LinkedIn to receive notifications of new issues of the blog.

RESPOND to the objection: Just send me your literature. Strategy: 2 of 3

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.

Response Strategy: 2 of 3

2. “Good point; with the brochure, you can get more detailed information. Let me save you some time and tab the pages of the areas that you would be most interested in seeing. Would that be ___, ___, or ___?” From that answer, then ask the next set of questions related to their choice. For example, “What are your greatest concerns related to ___?”

The three items are your unique selling points most often needed by this prospect's category.

Resource: Objection Free Selling, third edition, has now been on the Amazon Top 100 Best Sellers List for EIGHT YEARS. 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.

Sales Training International logo