When is the best time to use this objection response?

Use this response immediately when you hear the objection. The key is to acknowledge their concern authentically before reframing it. Timing matters—respond too quickly and you seem dismissive, wait too long and you lose momentum.

What if this script doesn't work for my specific situation?

Every prospect is different. Use these scripts as frameworks, not word-for-word responses. Adapt the language to match your industry, product, and the prospect's communication style. The underlying psychology remains the same.

How do I practice these responses effectively?

Role-play with a colleague or record yourself. Focus on tone and delivery—confidence matters as much as the words. Practice until it feels natural, not scripted. The goal is to internalize the framework, not memorize lines.

Can I combine this with other objection handling techniques?

Absolutely. These responses work well with techniques like the "Feel, Felt, Found" method or the "Boomerang" technique. Layer multiple approaches for complex objections, but keep it conversational—never sound like you're running through a checklist.

How many times should I try before moving on?

If you've addressed the same objection 2-3 times using different angles and they're still not budging, it's likely not a real objection—it's a polite way of saying no. Know when to pivot or disqualify the prospect to focus on better opportunities.

Crushing the "Send Me Some Information" Objection in E-Commerce Sales

When a potential customer says, "Just send me some information," it's often a polite way of saying, "I'm not interested right now." For e-commerce and retail sales professionals, this objection can be a conversion killer that drives up customer acquisition costs and leads to massive revenue leakage.

At CartFlow Commerce, we've analyzed over 50,000 sales interactions and discovered that the "send me info" objection has a devastating impact on sales conversion rates. Our data shows that 73% of these interactions result in zero follow-up and complete sales abandonment.

Why This Objection Matters in E-Commerce

In the digital marketplace, every interaction counts. Platforms like Shopify and BigCommerce live and die by conversion rates. When a potential customer deflects with a request for information, they're typically:

Avoiding a direct commitment

Looking for an easy exit from the sales conversation

Uncertain about the value proposition

Experiencing decision paralysis

The Real Cost of Passive Objections

Let's break down the financial impact:

Average customer acquisition cost: $45-$75

Typical cart abandonment rate: 69.57%

Potential lost revenue per deflected interaction: $500-$2,500

The 3-Step Framework for Handling the "Send Me Information" Objection

Step 1: Acknowledge the Request Strategically

Never simply agree to send information. Instead, validate their underlying concern while maintaining control of the conversation.

Step 2: Reframe the Interaction

Transform the passive request into an active engagement opportunity. Your goal is to understand their specific needs and provide immediate value.

Step 3: Ask Targeted Questions

Use precise, value-driven questions that reveal their true purchasing intent and challenges.

5 Powerful Response Variations

1. The Value Qualifier

"I'm happy to send information. Before I do, can you tell me specifically what details would be most helpful for your business?"

2. The Problem-Solving Approach

"I'd prefer to understand your specific challenges first. What inventory management issues are you currently experiencing?"

3. The Diagnostic Question

"Most businesses looking at our platform are trying to solve [specific problem]. Which of these resonate most with your current situation?"

4. The Consultative Redirect

"Instead of just sending generic information, I'd like to schedule a 15-minute consultation to understand your exact needs and show you a custom solution."

5. The Urgency Creator

"Our most recent case study shows how similar businesses reduced operational costs by 27% within 90 days. Would you be interested in seeing those specific results?"

Advanced Tactics for Conversion

Leverage Social Proof

Include specific, quantifiable results in your initial response

Reference case studies from similar industry segments

Highlight concrete outcomes, not just features

Technology Stack Considerations

When dealing with e-commerce platforms, demonstrate deep understanding of:

Integration capabilities

Scalability

Performance metrics

Cost optimization strategies

Psychological Triggers

Create a sense of immediate value

Show you understand their specific business context

Provide a clear, low-risk next step

Common Mistakes to Avoid

Sending generic PDF attachments

Allowing the conversation to become passive

Failing to ask diagnostic questions

Not establishing a clear follow-up mechanism

Metrics That Matter

Track these key performance indicators:

Initial conversation conversion rate

Follow-up meeting scheduling percentage

Proposal-to-close ratio

Average deal size

Real-World Example

Scenario: A mid-sized retailer on Shopify Plus requests information about inventory management solutions.

Weak Response: "Sure, I'll email you our brochure."

Strong Response: "I noticed you're on Shopify Plus. Our clients in similar retail segments typically reduce inventory carrying costs by 18-22%. Would you be interested in understanding how we achieve that?"

Closing the Loop

Remember: Your goal isn't to send information—it's to start a meaningful conversation that leads to a strategic partnership.

Pro Tip

Develop a standardized response framework that your entire sales team can use consistently.

Want a Custom Objection Handling Script?

Our team at CartFlow Commerce can develop a personalized objection handling playbook tailored to your specific e-commerce ecosystem. [Get Your Custom Script]

About the Author: A senior sales strategist with 15+ years of experience in B2B e-commerce technology, specializing in conversion optimization and strategic sales methodologies.

How to Handle "Send Me Some Information" in E-commerce & Retail Sales