Handling the “Send Me Literature” objection

One of the common objections when prospecting for appointments is: just send me some literature (or send me your website, or an email). There are multiple ways to handle this objection, with some that don’t involve sending them anything at all!

Overcoming objection with Humor

Andrea Sittig-Rolf, Chief BlitzMaster, has this to say about when prospects asks to send them literature: 

“I actually quite enjoy these objections because I have a fun way to handle them. Feel free to use this one for those of you who are brave enough to do so.

When the prospect asks me to “send some literature,” I say, “I’d be happy to send you some literature, but just so you know, the package is 5 foot 8, 150 pounds, with dark hair, and it’ll be there Friday at 9:15! 

Obviously the package I’m describing is myself and not an actual package, but it gets the laugh every time and gets the appointment most of the time. 

Now if I said the package is 5 foot 9, 125 pounds with blonde hair, I’d get a lot more meetings. The point is: use humor when you can. Most people will appreciate it, it will break the ice, and give you leverage to actually get an appointment.”

When they ask for literature

Another way to handle the “send me literature” objection might go something like this:

“I’d be happy to send you some literature, however until I learn more about your company and its needs, I won’t know what to send! Why don’t I come by at 2:15 on Thursday so I can learn more about your company and possible solutions we can provide, so I know what literature to share with you.”

This works well because you actually don’t know what literature to send unless you find out more about your prospect and what their needs are. How do you do that? You set an appointment. When sending the calendar invite for the appointment, you can include any specific literature they asked about, then you can discuss what you sent and learn more about their needs during the appointment.

Ultimately, the best way to handle when your prospect asks for literature is to go for the appointment anyway, since that is the best way to learn what literature is appropriate and relevant. If you, your organization, or your partners engage in sales prospecting, a great way to practice and handle this (and many more) objections is through a structured BlitzMasters sales enablement workshop. BlitzMasters empowers, trains, and facilitates sales reps through call blitzes that gain immediate appointments. Our analytics tracking tool allows both the channel marketer and the channel partner to see performance in real-time, along with detailed reports to show ROI. Contact BlitzMasters today to learn more!