Often times a prospect’s request for information can bring a cold call to a dead stop. Some salespeople fight in vain for the appointment by using the overcoming objections skills they learned in some sales training class. However, requests for literature are not objections. They are ‘brush off’ statements designed to get salespeople off the phone.

The trick is to agree with prospect’s request for literature, but with one caveat, that he agrees to schedule a call with me on his calendar. Hear how a brush off request for information turns into a closed appointment.