Instead, acknowledge it. Then ask the customers to put the objection on hold. What I'd like to do is show you the rest of this home and some of the community. Then, if you'd like, we can come back with a tape measure to see if your furniture will fit. If you're an experienced salesperson, you probably hear the same objections over and over again.
Many salespeople send information and believe they've moved the sale along.
But prospects don't spend much time thinking about your call. And when the literature finally arrives, they'll barely remember asking for it. I guess it's been lost in the mail. We buy from your competitor. Prospects who buy from another supplier have already identified and filled their core need for your product or service.