Could You Send Me Some Literature ...
Below is a MRR and PLR article in category Internet Business -> subcategory Web Hosting.
Could You Send Me Some Literature?
Word Count: 432
Summary
Many salespeople send literature in response to polite dismissals, wasting their time. Here's how to manage these requests effectively and prioritize genuine prospects.Understanding Literature's Role
First, it's crucial to understand that literature is a marketing tool, not a selling tool. Literature should be used to maintain brand awareness after a call or to make a quick impact on a large group, generating selling opportunities. It shouldn't be relied upon as a crutch during sales interactions when a prospect shows interest.The Misuse of Literature
Using literature during a sales call often shifts the focus from the prospect's needs to the literature itself. Sending it following a request on the phone can unnecessarily lengthen the sales cycle and require additional follow-ups.Gauging Genuine Interest
Requests for literature may sometimes mask genuine interest. Therefore, create a strategy to distinguish real prospects from those just brushing you off. The key is not to send literature immediately but to gather more information.Effective Responses
Consider responding with:- “I’d be happy to send it. Is there something specific you’d like to know?”
- “There’s a lot I can send. Were you looking for something specific?”
A genuine prospect will specify their interest, while an uninterested person may say, “Just send whatever you have.” By asking questions (a selling tool), you can engage in a meaningful conversation or set up an appointment, moving the sale forward.
Conclusion
Next time you receive a literature request, implement a filter to determine whether you're dealing with a genuine prospect or a time-waster. This approach helps you save time and shorten your sales cycle.You can find the original non-AI version of this article here: Could You Send Me Some Literature ....
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