When a prospect requests a brochure

Sometimes, when a prospect asks you to send a brochure, it’s really not a put-off. Some people prefer to do significant research on their own before they spend time with sales reps. Our friend Jill Konrath, author of the Fresh Sales Strategies Blog, offers three ideas to maximize the opportunity:

• Jolt them out of complacency with the status quo
• Show them what’s possible
• Keep educating them

Read more in the ZoomInsights article, “When a prospect requests a brochure.”