How to Handle "Send Me Some Information" in Insurance & Risk Management Sales

Every insurance sales rep knows the soul-crushing moment: You're mid-pitch, building momentum, and then the prospect drops the ultimate conversation killer – "Just send me some information." It's not a request; it's a polite way of saying, "I'm not interested, but I don't want to be rude."

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Why Insurance Prospects Say "Send Me Some Information"

In the high-stakes world of insurance and risk management, prospects are bombarded with sales pitches daily. They've developed a psychological defense mechanism – the information request – that allows them to maintain control while seemingly staying open to your offer.

The Real Reasons Behind This Objection:

• They want to avoid a direct confrontation or rejection

• They're not convinced of the immediate value

• They plan to compare multiple options without direct pressure

• They lack urgency or see no compelling reason to engage now

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The Wrong Way to Respond (That Most Reps Do)

Most sales reps immediately jump into compliance mode, eager to prove their worth by sending a generic brochure or information packet. This approach is a death sentence for your sale.

Don't:

• ❌ Email a generic PDF attachment

• ❌ Promise to "follow up next week"

• ❌ Simply agree and hope they'll read your materials

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The 3-Step Framework That Actually Works

Step 1: Acknowledge Without Agreeing

Your goal is to disrupt their expected script and create genuine engagement. Show you understand their perspective while maintaining control of the conversation.

Example Response:

"I appreciate you wanting more information. Before I send anything, may I ask what specifically you're looking to understand about our risk management solutions?"

Step 2: Reframe the Conversation

Transform their passive request into an active dialogue about their specific needs.

Example Response:

"Most clients who ask for information are typically trying to solve a specific challenge. What risk management gaps are you currently experiencing that made you interested in exploring our solutions?"

Step 3: Ask a Diagnostic Question

Use strategic questions to uncover their true motivations and demonstrate your expertise.

Power Questions to Ask:

• "What prompted you to explore new insurance options right now?"

• "How are your current risk management strategies performing?"

• "If you could eliminate one major uncertainty in your current coverage, what would it be?"

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Real-World Example: Guardian Shield Insurance

When Guardian Shield Insurance faced this objection with a mid-sized commercial client, their top sales rep didn't default to sending information. Instead, she engaged in a diagnostic conversation.

What Happened: The rep asked probing questions about the client's current risk profile. By the end of the call, they uncovered a $500,000 potential liability gap that the client's current provider had overlooked.

Key Takeaway: Sending information is passive. Solving problems is active.

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Industry-Specific Considerations for Insurance & Risk Management

Insurance sales demand a nuanced approach. Unlike product sales, you're selling protection, peace of mind, and risk mitigation.

• Price Sensitivity: Clients want value, not just the lowest cost

• Average Deal Size ($8,000): Requires deeper relationship building

• Typical Objection Triggers: Complex comparisons, fear of making wrong decision

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5 Variations You Can Use Tomorrow

Variation 1: The Empathy Reframe "I completely understand wanting more details. What specific concerns are driving your need for additional information?"

Variation 2: The Social Proof Angle "Before I send anything, let me share how we've helped similar businesses in your industry reduce risk by 37%."

Variation 3: The Risk Reversal "Most information packets are generic. Would you be open to a 15-minute consultation to see if we're even a fit for your specific needs?"

Variation 4: The Future-Pace "Instead of sending information you might not read, what would your ideal risk management solution look like in the next 12 months?"

Variation 5: The Direct Challenge "Most companies that request information are shopping price. Are you looking for the cheapest solution, or the most comprehensive protection?"

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Common Follow-Up Objections (And How to Handle Them)

"I still want the information" → Offer a conditional send: "Absolutely. Would you be open to a 10-minute call first to ensure I send precisely what's relevant?"

"I'll review and get back to you" → Create urgency by highlighting potential risks of delay: "I understand. Just want to ensure you're not leaving critical vulnerabilities unaddressed."

"We're not ready to make a decision" → Reframe as a consultative opportunity: "That's exactly why a preliminary conversation could be valuable."

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The Bottom Line

Handling the "send me information" objection isn't about being aggressive – it's about being strategically helpful. Your job is to demonstrate immediate value and transform a passive request into an engaging dialogue.

Quick Win: Replace your next information request response with a diagnostic question that shows you understand their unique challenges.

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Posted by ScriptFly AI Team