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

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Blog Post - July 13, 2025

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

3. “Great, what areas do you have your most serious concerns, ___, ___, or, __?” Then, “Tell me what’s going on there.” Or “What would make that better for you?”

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.

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