Don't Rely on Marketing Brochures to Do Your Selling for You

You don't get a chance to conduct your needs analysis. Do you even know what information the prospect is looking for? Do you know what their biggest headache is or what their specific goals are?

Do you know how you can tie in your product with something timely that's going on with your prospect? No, you do not. If you didn't have a chance to conduct a needs analysis, then how do you know what information to send them?

The prospect clearly stated that they have no interest and never will. If this is still the case even after you've conducted your needs analysis, then why would you still take the time to pack up and send information to that prospect if they don't have a current need for your product and never will? This is a pitiful attempt to stimulate any interest and is nothing more than an exercise in futility. Thinking that a package of information is going to overcome an objection is a false hope and a pipe dream. This action can also be classified as a diversionary tactic.