Is it an objection when a prospect says “please send me some information”?

From my experience, "Send me information" is more of a stall than an outright objection. This does depend where you are in the sales process.

If this is in the initial marketing phase of the sales process, the salesperson can ask non-threatening qualifying questions as other have suggested.

If this is in the selling phase of the sales process, then it may suggest the salesperson has not done his or her best homework in qualifying the decision maker.

Hi Sarah,

"Please send me information" can be an objection, or, it can be used to end conversations with you. My recommendation in handling this type of "request" is to RESPOND to this REQUEST with one of your qualification questions. As an example, if this was an e-mail response from your prospect, I'd respond back with "Thank you for your request. May I ask [insert your qualification question here]? or if I instead wanted to respond via a phone conversation, I might say something like "I started writing you an e-mail, then figured it was easier to contact you directly. May I ask [insert your qualification question here]? This helps me understand exactly what information would be useful to you."

The key is to get them to start talking about exactly what information is relevant to them, and as you listen, start asking questions related to their concern so you can start pulling pain points from them. Always leave the conversation with one call-to-action, whether it's another qualification question or setting up a future scoping call to further identify needs.

When a prospect says "Send me information," it's a put off. Typically, sales people get this response when they cold call. The prospect doesn't know them and wants to get them off the phone.

Michael's answer is interesting, and it can work. (It's done so for him)

However, when you receive an introduction from a trusted source and arrive by referral, you will never get this question. Your sales prospect wants to talk to you and engages in a purposeful conversation. Referrals win, hands down, every time.

I know what Michael says works, have done the same regularly. If they are legitimately interested, this will help move you towards an appointment/call, if they are not, then it is good to know, now. Further, if you are going to use this method, you should know in advance which part of the site you will highlight and in what order, so you can move things in the direction and towards your desired outcome; a little practice goes a long way.

On an initial call, this response is an objective; they are just too soft to say no, (much prefer the people who have the make up to say no). If it is just a question of truly wanting more information, then a couple of qualifying questions should flesh that out, and you are on the road.

One last thought, there are degrees of referral and "introduction", the person referring you may genuinely feel that the person they are introducing you to is interested, but at times they are not, no matter how well they know or trust the referring party. They may well have other priorities or initiatives. These people will use the "send info" to put you off, and not offend you or the referring party, because they do like/trust them. As a sales pro you still have to deal with it expertly and as an objective if your goal is to engage with them. Sometime people need help in making a decision.