January 28, 2016 by Karl Schaphorst in Sales Process
How many times have your sales professionals heard this from your prospects? What was your response? When you sent literature, how many times did it result in an order? For me, zero!
Prospects don't want to hurt your feelings so they will say this as a nice way of saying "No." I suggest the next time you hear "send me some literature", respond with "are you really telling me "No" right now?" Better to get a "No" then to waste time and money sending literature.
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