● Send-me-information objection
How to Handle the “Send Me Information” Sales Objection
Reviewed by the OnlineSalesTraining.co team · Updated 2026-07-16
A request for information can be genuine or a polite exit. Clarify what the buyer wants to evaluate and agree how the information will support a next decision.
The trap is that this objection feels like progress. Sending the deck lets both sides end the call comfortably — and most of those decks are never opened.
Three versions of the same request
Before you promise to send anything, work out which of these you are hearing.
- The polite exit: “send me something” is the softest available way to end a cold call — there is no evaluation happening.
- The real evaluation step: the buyer has a genuine question and wants substance they can review or forward.
- The pass-along: your contact is not the decision maker and wants something they can hand to whoever is.
Worked example: qualify the request without resisting it
Agree to send it — and use the request to learn where the deal actually stands.
- Buyer: “Can you just send me some information?”
- Compliant response: “Absolutely, I'll email our overview deck today.” — the call ends, the deck lands in a dead inbox, and the follow-up call goes to voicemail.
- Qualifying response: “Happy to. So I send something useful rather than a generic deck — what would you want it to answer? And is that for your review, or for someone else's?” — a genuine evaluator names a question; a polite exit goes vague, and now you know.
Make what you send do a job
Send the smallest thing that answers the buyer's named question — a one-pager, a two-minute recording, a relevant case study — not the full corporate deck. Reference their words in the covering note. Material aimed at a specific question gets read; material aimed at “information” gets archived.
Attach the send to a next step
Before ending the call, agree what happens after they have read it: “I'll send that today — if it answers the integration question, are you open to fifteen minutes on Thursday to look at the numbers?” If the buyer will not agree to any follow-up in any form, treat the request as a soft no and prioritise accordingly.
Frequently asked questions
Should I always send information when a prospect asks?
Yes — refusing reads as evasive — but qualify first. Ask what the material should answer and who will read it, send the smallest thing that does that job, and agree what happens after they have read it.
How do I tell a genuine request from a brush-off?
Ask what they want the information to cover. A genuine evaluator names a question, a use case or a stakeholder; a brush-off stays vague — “just some general info” — and declines any follow-up step in any form.
What should I actually send after the call?
The smallest asset that answers their named question, with a one-line note in their words and the agreed next step restated. A relevant case study or one-pager beats a twenty-slide overview deck that answers nothing in particular.