How to Handle "Send Me Some Information" in Healthcare & Medical Devices Sales
Expert framework for overcoming the "Send Me Some Information" objection in Healthcare sales. Proven 3-step method with industry-specific examples.
ScriptFly AI Team
Expert Sales Trainers
How to Handle "Send Me Some Information" in Healthcare & Medical Devices Sales
You've heard it a thousand times: "Just send me some information." It's the sales equivalent of a get-out-of-jail-free card that prospects use to politely dodge your pitch. In healthcare and medical devices, where stakes are high and decisions are complex, this objection can derail even the most promising sales conversation.
Why Healthcare Prospects Say "Send Me Some Information"
In the high-stakes world of healthcare sales, prospects aren't just buying a product—they're making decisions that could impact patient care, operational efficiency, and potentially save lives. The "send me information" line is rarely about wanting more data. It's a defensive mechanism, a way to create distance and maintain control in a high-pressure sales interaction.
The Real Reasons Behind This Objection:
- They don't see immediate value in your solution
- They want to avoid a potentially uncomfortable sales conversation
- They're overwhelmed by technical details and need time to process
- They're using it as a polite way to end the interaction
The Wrong Way to Respond (That Most Reps Do)
Most sales reps hear "send me information" and immediately go into autopilot, emailing a generic brochure and hoping for the best. This approach guarantees one thing: your carefully crafted materials will sit unread in an inbox, destined for the digital trash can.
Don't:
- ❌ Immediately email generic marketing materials
- ❌ Accept the objection at face value
- ❌ Lose control of the sales conversation
- ❌ Fail to understand the prospect's true hesitation
The 3-Step Framework That Actually Works
Step 1: Acknowledge Without Agreeing
Your goal is to validate their request while maintaining conversational momentum. You're not dismissing their desire for information—you're redirecting it.Example Response:
"I absolutely understand you want comprehensive information. Before I send anything, may I ask a quick question to ensure I'm sending exactly what will be most valuable to your team?"
Step 2: Reframe the Conversation
Transform the generic information request into a targeted diagnostic conversation. In healthcare, this means connecting directly to their specific challenges.Example Response:
"Given that you're managing patient intake systems at [Hospital Name], I'm curious—what specific inefficiencies are you looking to solve right now?"
Step 3: Ask a Diagnostic Question
Questions are your strategic weapon. They shift you from vendor to trusted advisor, revealing deeper needs and creating engagement.Power Questions to Ask:
- "What prompted you to explore solutions in this area?"
- "How are current workflow challenges impacting your team's efficiency?"
- "If we could solve one critical pain point, what would it be?"
Real-World Example: MedTech Solutions
When MedTech Solutions was selling advanced diagnostic imaging equipment to Kaiser Permanente, a senior procurement manager initially requested "just send some information."
What Happened: Instead of emailing brochures, the rep asked, "Before I send anything, can you help me understand the specific imaging challenges your radiology department is experiencing?"
This question revealed Kaiser was struggling with outdated equipment causing diagnostic bottlenecks. The conversation transformed from a generic information request to a strategic problem-solving discussion.
Key Takeaway: By refusing to default to information-sending mode, the rep uncovered a $500,000 equipment upgrade opportunity.
Industry-Specific Considerations for Healthcare & Medical Devices
Healthcare sales aren't like selling software or widgets. Compliance, patient safety, and complex procurement processes create unique dynamics that demand a nuanced approach.
- Compliance Requirements: Prospects are risk-averse and need comprehensive, vetted information
- Average Deal Size ($75,000): High-stakes decisions require deep trust, not surface-level materials
- Typical Objection Triggers: Technical complexity, fear of making the wrong choice, budget constraints
5 Variations You Can Use Tomorrow
Variation 1: The Empathy Reframe "I hear you. Complex medical technology decisions aren't made by brochures. Would you be open to a 10-minute conversation to see if we're even a potential fit?"
Variation 2: The Social Proof Angle "Absolutely. But first, would you be interested in hearing how [Similar Healthcare System] solved a comparable challenge?"
Variation 3: The Risk Reversal "I'm happy to send information. To make it truly useful, could we quickly identify your top two operational priorities?"
Variation 4: The Future-Pace "Instead of just sending information, what if we mapped out how this solution could look implemented in your specific environment?"
Variation 5: The Direct Challenge "Most information packets are generic. Would you prefer a custom analysis tailored to your specific needs?"
Common Follow-Up Objections (And How to Handle Them)
"I'm too busy right now" → Offer a specific, time-bound micro-commitment like a 15-minute diagnostic call.
"Just email me the details" → Politely push back by asking what specific details would be most meaningful.
"We're not looking to change right now" → Explore underlying satisfaction with current solutions and potential improvement areas.
The Bottom Line
Handling the "send me information" objection isn't about tricks—it's about transforming a potential conversation-killer into a strategic opportunity. Your goal is to become a trusted advisor, not a brochure dispenser.
Quick Win: Next call, replace "I'll send information" with a diagnostic question that reveals real needs.
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Common Questions About This Objection
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.
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