Literature informs, but people sell. How many times have you forgotten that in your sales career?
Traditionally, sales people bombard prospects with literature and information that most people never read and are usually thrown away. People will buy a $50,000 automobile and never read the owner's manual -- yet we think our prospects are going to read 5 page color brochures cover to cover?
Prospects who ask for literature are typically trying to get rid of you. Learning how to get past the "Send Me Literature" objection is one of many skills that separate the exceptional salespeople from the rest. Stand your ground and help your prospect discover "Why Mailing Literature Fails".
Think about this before your next sales call, or ask for help from Sales Concepts at 440-575-7000.
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