Sales: Sending literature to prospects doesn't work
Thursday, 28 January 2010 18:11 | 
Written by Ian Blackshire, Sandler Sales Training | 
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How many times have you sent a prospect literature, agreed to call them back and then they never take your call or they say, "I haven't had a chance to read it, give me a call back in few more weeks"?. Then when you call back, they still havn't read it!
Prospects have learnt that appearing to show interest is an affective way of getting rid of salespeople. Unfortunately, most salespeople still see it as a buying signal and waste hours chasing prospects who just aren't interested.
"Send me some literature", "Send me an email" or "Give me a call in a few weeks", are normally just ways that prospects use to get rid of salespeople. So before you send any literature, you need to test that the prospect is serious.
Sandler trained salespeople know how to overcome the, "Send me literature" objection, get more appointments and let their competitors waste time and money sending out brochures. So remember, sending literature does'nt work.
For details of Ian's next free Director's Briefing for more successful selling, This e-mail address is being protected from spambots. You need JavaScript enabled to view it
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