How to Handle "Send Me Some Information" in Software as a Service Sales
Expert framework for overcoming the "Send Me Some Information" objection in SaaS sales. Proven 3-step method with industry-specific examples.
ScriptFly AI Team
Expert Sales Trainers
How to Handle "Send Me Some Information" in Software as a Service Sales
Every SaaS sales rep knows the gut punch of hearing "Just send me some information" - those six words that turn a promising conversation into a dead-end prospect. You've worked hard to get this meeting, and now they want to push you off with a generic request that almost always means "I'm not interested."
Why SaaS Prospects Say "Send Me Some Information"
In the complex world of software sales, prospects use this phrase as a polite shield against direct engagement. It's their way of creating distance without outright rejection. Most buyers aren't trying to be difficult - they're overwhelmed by constant sales pitches, technical complexity, and the genuine challenge of evaluating enterprise software.
The Real Reasons Behind This Objection:
- They lack a clear understanding of your solution's specific value
- They want to avoid a high-pressure sales conversation
- They're not the actual decision-maker and need material to share internally
- They're experiencing decision paralysis from too many options
- They want to compare you against competitors on their own timeline
The Wrong Way to Respond (That Most Reps Do)
Most sales reps immediately pivot to "compliance mode," eagerly emailing generic brochures and hoping for a miracle. They treat this objection as a genuine request, when it's actually a subtle dismissal.
Don't:
- ❌ Immediately send a generic PDF deck
- ❌ Say "Sure! What's your email?"
- ❌ Agree and end the conversation
- ❌ Dump technical specifications without context
- ❌ Lose control of the sales process
The 3-Step Framework That Actually Works
Step 1: Acknowledge Without Agreeing
Your first move is to disrupt their expected script. You want to show you're different from every other rep they've encountered.Example Response:
"I appreciate you asking for information. Before I send anything, may I ask what specifically you're hoping to learn that would help you evaluate if our solution makes sense for your team?"
Step 2: Reframe the Conversation
Transform their passive request into an active discovery moment. Make them realize information alone won't solve their problem.Example Response:
"Most companies who ask for a generic information packet end up wasting weeks comparing features. Would you be open to a 15-minute conversation where I can understand your specific challenges and show you exactly how we solve them?"
Step 3: Ask a Diagnostic Question
Use targeted questions that reveal their true needs and demonstrate your expertise.Power Questions to Ask:
- "What specific business outcomes are you trying to achieve right now?"
- "How are you currently handling [relevant process] that's causing friction?"
- "If you could wave a magic wand and solve one technology challenge, what would it be?"
Real-World Example: CloudFlow Analytics
When CloudFlow Analytics encountered the "send information" objection with a mid-market prospect, their sales rep took a different approach. Instead of capitulating, they asked probing questions about the company's current project management challenges.
What Happened: By refusing to send a generic deck and instead diving deep into the prospect's specific pain points, they uncovered a $75,000 implementation opportunity that wasn't in the initial conversation.
Key Takeaway: Information doesn't close deals. Understanding does.
Industry-Specific Considerations for Software as a Service
SaaS sales have unique dynamics that make the "send information" objection particularly tricky. Technical evaluations, security concerns, and complex buying committees mean you can't treat every interaction the same.
- Long Sales Cycles: Enterprise SaaS deals often take 3-9 months, so each interaction matters
- Average Deal Size ($25,000): High-value conversations require precision, not volume
- Technical Complexity: Buyers want tailored solutions, not generic marketing materials
5 Variations You Can Use Tomorrow
Variation 1: The Empathy Reframe "I totally get it. Before I overwhelm you with PDFs, what specific challenge are you trying to solve?"
Variation 2: The Social Proof Angle "Most companies in your industry find a 15-minute call more valuable than a 50-page document. Would you be open to that?"
Variation 3: The Risk Reversal "I'm happy to send information, but I'd hate for you to waste time reading something that might not apply. Can we quickly confirm your specific needs?"
Variation 4: The Future-Pace "The information I could send won't show you how we'll transform your workflow. Would you be interested in seeing that instead?"
Variation 5: The Direct Challenge "If you're genuinely evaluating solutions, an email won't give you what you need. Shall we dive deeper?"
Common Follow-Up Objections (And How to Handle Them)
"I just want to review the materials first" → Politely push back by offering a quick, value-packed discovery call.
"I'll review and get back to you" → Ask for a specific next step and timeline to maintain momentum.
"We're not ready to make a decision" → Explore their current challenges and position your solution as a future-ready approach.
The Bottom Line
Handling the "send me information" objection isn't about tricks - it's about providing genuine value and maintaining conversation control. Your goal is transforming a passive request into an active opportunity.
Quick Win: Replace "I'll send that over" with "Let's explore why you're asking" in your next conversation.
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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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