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What’s the most practical technique from New Sales. Simplified. for handling a “send me info” objection?

📖 2,440 words🗓️ Published Jul 2, 2026

Direct Answer

The most practical technique from **Weinberg's *New Sales. Simplified.** * for handling the "send me info" objection is to respond with a diagnostic question that reframes the request as a search for a specific business problem, not a product. Weinberg argues that "send me info" is almost always a polite stall — the prospect wants to get you off the phone without saying no, and sending information just gives them a reason to disappear. The technique works by turning the objection into a discovery moment: you acknowledge the request but then pivot to a targeted question that forces the prospect to either engage with a real pain point or reveal they were never a serious buyer. This single shift — from compliance to control — is a linchpin of Weinberg's entire prospecting philosophy.

1. The "Send Me Info" Problem — Why It's a Trap

Weinberg addresses this objection as one of the most common and most deadly stalls in B2B sales. The trap is psychological: when a prospect says "send me info," many reps feel relief — they have a task, they can email something, and they feel productive. But sending information without a follow-up commitment rarely converts. The prospect either never opens it, or they skim it and decide "not now." The rep then chases them for weeks, looking desperate.

The core insight: "send me info" is not a request for data; it's a request for distance. The prospect is saying, "I want you to go away, but politely." If you treat it as a genuine information need, you are playing into their stall. Weinberg's solution is to never send information without first securing a specific next meeting or call — and the way you do that is by redirecting the conversation to a problem they care about.

2. The Diagnostic Pivot Technique — Step by Step

Here is the script pattern Weinberg recommends, broken into three moves:

Step 1 — Acknowledge and Validate: You don't fight the request. Say, "Absolutely, I'd be happy to send that over. But before I do, I want to make sure I send you the most relevant piece." This shows you're helpful, not defensive.

Step 2 — The Diagnostic Pivot: Ask a specific, open-ended question about a problem your product solves. For example: "When you say you're looking at solutions for [category], what's the biggest challenge you're currently facing with [specific process]?" Or: "Just so I send the right info — are you currently dealing with [common pain point], or is it something else?" The goal is to force the prospect to articulate a problem — if they can't, they're not serious.

Step 3 — Secure a Commitment: Once they name a problem, you say, "That's exactly what our best case studies address. Let me send you the one that matches your situation, and let's set up a short call next week to walk through it together. Does [day] or [day] work better?" You bundle the info with a meeting — never send it standalone.

Weinberg's rule: If they won't give you a problem or a meeting, don't send the info. You've qualified them out.

3. Why This Works — The Psychology of Control

This flowchart shows the decision tree Weinberg teaches. The critical branch is at D: if the prospect names a real problem, you have permission to continue selling. If they can't or won't, you've saved yourself weeks of chasing a dead lead. The technique works because it reverses the power dynamic — instead of being a passive order-taker, you become a diagnostician who controls the conversation.

Weinberg's experience with sales teams shows that many "send me info" prospects who can't articulate a problem never buy — so you're not losing a deal, you're not wasting time. The reps who use this technique consistently report better conversion rates from cold calls because they eliminate the false-positive of a polite stall.

4. Handling the Pushback — "I Just Want to See It First"

Some prospects will push back on your diagnostic pivot: "No, really, just send the brochure. I'll look at it and call you." This is where Weinberg's persistence technique comes in. You don't get flustered. You simply repeat the pivot with a different framing:

"I understand you want to see it first. The thing is, our materials are customized by use case — if I send you the wrong one, it'll confuse you. Help me understand what you're trying to solve."
"I've learned that sending info without context wastes your time. Let me ask you one quick question so I send the right thing."

If they still refuse, Weinberg says to name the stall directly: "It sounds like now isn't the right time for you. Is that fair?" This forces honesty — either they admit they're not ready (and you move on) or they give you the problem to prove they're serious.

The key is never to let the prospect control the next step. If you send info without a meeting, you've handed them the power to ignore you.

5. The "Value-First" Email Follow-Up

If the prospect insists on receiving info before a meeting (and you've tried the pivot), Weinberg has a last-resort email structure that still maintains control. The email has three parts:

The Hook: "As promised, here's the case study on [specific problem they mentioned]. I've highlighted the section on [relevant outcome]."
The Value-Add: "I also included a one-page summary of the common mistakes companies make when solving [problem] — you might find it useful."
The Call to Action: "Let's connect [day] at [time] for a few minutes to discuss how this applies to your situation. I'll send a calendar invite."

The critical detail: you never send raw product literature. You always curate the information around a specific problem they've (hopefully) named. And you always attach a meeting request to the email — not after, but in the same message.

Weinberg also recommends calling immediately after sending — within a short window — to say, "Just sent it. Did you get it? While you have me on the phone, can I ask one quick thing?" This disrupts the stall by keeping the conversation alive.

6. Integrating This into a Full Prospecting System

This flowchart shows how the technique fits into Weinberg's full prospecting system from *New Sales. Simplified.* The entire book is about eliminating time-wasting activities and focusing only on prospects who will engage. The "send me info" technique is the gatekeeper — it separates serious buyers from tire-kickers in under a minute.

Weinberg's system also includes pre-call planning (research the prospect's industry pain points), the value proposition (a tight statement of the problem you solve), and the takeaway close (if they still stall, you say, "Maybe this isn't a priority — let's revisit later"). All of these work together to keep the rep in control of the sales process.

The bottom line: Weinberg's method is not about being pushy — it's about being respectful of your own time and the prospect's time. If they can't articulate a problem, they're not ready to buy. The diagnostic pivot technique is a practical tool in the book because it works on every cold call, every email reply, and every voicemail.

2. The "Sandler Rule" — How to Test Commitment with a Reverse Question

Weinberg’s technique draws heavily on a principle that aligns with the Sandler Sales methodology: never give information without first extracting a commitment. The most practical version of this in *New Sales. Simplified.* is to respond with a question that puts the ball back in the prospect’s court. For example, when a prospect says "send me info," you might say:

> "I’d be happy to. But to make sure I send you the most relevant materials, can I ask: what specific challenge are you trying to solve that led you to ask about this?"

This does two things. First, it forces the prospect to articulate a need — if they can’t, they were likely just being polite. Second, it qualifies the lead instantly: a serious buyer will have at least a vague pain point, while a tire-kicker will often deflect or get quiet. The beauty of this approach is that it doesn’t feel aggressive; it feels helpful. You’re offering to save them time by sending only what’s useful.

Weinberg emphasizes that the key is not to argue or push back. You’re not refusing the request — you’re refining it. This subtle shift in framing prevents the prospect from feeling defensive while still maintaining control of the conversation. If the prospect gives a genuine answer, you then have a real opening to continue the discovery process. If they can’t, you’ve saved yourself from wasting time on a dead end.

3. The "Three-Question Pivot" — A Scripted Sequence for Real Conversations

Beyond a single question, Weinberg suggests a short sequence that turns the "send me info" moment into a genuine dialogue. Think of it as a three-step pivot:

Acknowledge and Validate — "Absolutely, I can send that over. Before I do, let me ask one quick thing to make sure it’s the right fit."
Diagnose the Pain — "What’s the main problem you’re hoping this will solve? Is it related to [common pain point in your industry]?"
Test for Urgency — "And if that problem could be addressed, would that be something you’d want to explore further in a short call next week?"

This sequence works because it moves from compliance to curiosity. The first step disarms the prospect — you’re not saying no. The second step invites them to share something real. The third step creates a natural next action that doesn’t rely on them reading your materials. If they answer all three, you’ve effectively turned a stall into a scheduled follow-up. If they resist at any point, you’ve learned they weren’t a serious opportunity.

Weinberg’s core insight is that most salespeople are too eager to please. They hear "send me info" and assume it’s a positive signal. In reality, it’s often a soft rejection. By using this pivot, you’re not being pushy — you’re being respectful of both your time and theirs. The technique is practical because it’s low-risk: even if the prospect still insists on just getting the info, you’ve lost nothing. But in many cases, you’ll uncover a real conversation that would have otherwise died in an inbox.

4. The "Info Audit" — A Preemptive Strategy to Avoid the Objection Altogether

One of the most overlooked practical techniques in *New Sales. Simplified.* is preventing the objection before it arises. Weinberg advises salespeople to audit their own behavior: if you’re frequently getting "send me info" responses, the problem might be in how you’re opening the conversation. Specifically, he suggests reviewing your initial pitch or discovery questions.

If your opening is too product-centric — "Our software does X, Y, and Z" — you’re inviting the prospect to ask for a brochure. Instead, lead with a problem-oriented question from the start. For example:

> "Many of our clients in your industry struggle with [specific challenge]. Is that something you’re dealing with?"

This frames the conversation around their needs, not your features. When you start this way, the "send me info" objection is far less likely to appear because you’ve already established a dialogue about their situation. If it does come up, you can then use the pivot above naturally, because you’ve already set the expectation that the conversation is about solving a problem, not just exchanging documents.

Weinberg also recommends preemptively addressing the objection in your voicemail or email outreach. Instead of saying "I’ll send you a link," say "I’d love to understand your situation first so I can share only what’s relevant." This small shift in language reduces the likelihood of the stall and positions you as a consultant rather than a vendor. The technique is simple but powerful: control the frame from the first interaction, and you’ll spend far less time fighting objections later.

FAQ

What if the prospect says they just want to "do their own research"? Acknowledge their independence, then ask: "What specific question are you trying to answer? I can point you to the most relevant resource." If they can't name a question, they're stalling.

Does this technique work for inbound leads too? Yes, especially for inbound leads who fill out a form but then say "just send info." The same pivot applies — they've shown interest, but you still need to qualify.

What if I'm selling a simple product, not a complex solution? Weinberg's method works best for B2B with some complexity. For commodity products, "send me info" might be genuine — but you should still ask a quick question to confirm.

How do I practice this without sounding scripted? Role-play with a colleague. The key is natural curiosity — ask the question as if you genuinely want to help, not as a tactic. Your tone matters more than the words.

What if the prospect gets offended by my question? If they're offended by a simple diagnostic question, they were never going to buy. Weinberg says offense is a gift — it reveals a bad fit early.

Can I use this in email instead of on the phone? Yes. In email, write: "Happy to send info. To make sure it's relevant, what's the biggest challenge with [problem] right now?" Then attach the info only after they reply.

Sources

Weinberg, Mike. *New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development.* AMACOM, 2012.
HubSpot Sales Blog — "How to Handle the 'Send Me Info' Objection"
Salesforce Blog — "Prospecting Techniques from Top Sales Trainers"
The Sales Hacker Community — "Mike Weinberg's Prospecting Framework"
RAIN Group Center for Sales Research — "Objection Handling Best Practices"
LinkedIn Sales Solutions — "Cold Calling and Prospecting Guides"

flowchart TD A[Prospect says send me info] --> B[Rep acknowledges request] B --> C[Rep asks diagnostic question about problem] C --> D{Prospect names a real problem?} D -->|Yes| E[Rep offers specific case study] E --> F[Rep bundles with meeting request] F --> G[Meeting scheduled or prospect declines] D -->|No or vague| H[Rep qualifies out politely] H --> I[Prospect was never serious]

flowchart TD A[Outbound call or email] --> B[Prospect interested] B --> C[Prospect says send me info] C --> D[Apply diagnostic pivot technique] D --> E{Prospect names problem?} E -->|Yes| F[Secure meeting + send curated info] E -->|No| G[Qualify out - not a buyer] F --> H[Meeting happens] H --> I[Discovery and pitch] I --> J[Close or next steps] G --> K[Move to next prospect]

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# What’s the most practical technique from *New Sales. Simplified.* for handling a “send me info” objection?

![What’s the most practical technique from *New Sales. Simplified.* for handling a](https://image.pollinations.ai/prompt/high%20quality%20editorial%20business%20book%20desk%20photograph%20illustrating%20What%E2%80%99s%20the%20most%20practical%20technique%20from%20*New%20Sales.%20Simplified.*%20for%20handling%20a%20%E2%80%9Csend%20me%20%2C%20realistic%20magazine%20style%2C%20warm%20light%2C%20no%20text%2C%20no%20watermark%2C%20no%20words?width=1200&height=675&nologo=true&model=flux&seed=62393)

## Direct Answer

The most practical technique from **Weinberg's *New Sales. Simplified.** * for handling the "send me info" objection is to **respond with a diagnostic question** that reframes the request as a search for a specific business problem, not a product. Weinberg argues that "send me info" is almost always a polite stall — the prospect wants to get you off the phone without saying no, and sending information just gives them a reason to disappear. The technique works by **turning the objection into a discovery moment**: you acknowledge the request but then pivot to a targeted question that forces the prospect to either engage with a real pain point or reveal they were never a serious buyer. This single shift — from compliance to control — is a **linchpin of Weinberg's entire prospecting philosophy**.

## 1. The "Send Me Info" Problem — Why It's a Trap

![What’s the most practical technique from *New Sales. Simplified.*  — 1. The Send Me Info Problem — Why It's a Trap](/assets/cro-cover-4.jpg)

Weinberg addresses this objection as one of the most common and most deadly stalls in B2B sales. The trap is psychological: when a prospect says "send me info," many reps feel **relief** — they have a task, they can email something, and they feel productive. But sending information without a follow-up commitment rarely converts. The prospect either never opens it, or they skim it and decide "not now." The rep then chases them for weeks, looking desperate.

The core insight: **"send me info" is not a request for data; it's a request for distance.** The prospect is saying, "I want you to go away, but politely." If you treat it as a genuine information need, you are playing into their stall. Weinberg's solution is to **never send information without first securing a specific next meeting or call** — and the way you do that is by redirecting the conversation to a problem they care about.

## 2. The Diagnostic Pivot Technique — Step by Step

![What’s the most practical technique from *New Sales. Simplified.*  — 2. The Diagnostic Pivot Technique — Step by Step](/assets/cro-cover-4.jpg)

Here is the script pattern Weinberg recommends, broken into three moves:

**Step 1 — Acknowledge and Validate:** You don't fight the request. Say, "Absolutely, I'd be happy to send that over. But before I do, I want to make sure I send you the **most relevant** piece." This shows you're helpful, not defensive.

**Step 2 — The Diagnostic Pivot:** Ask a **specific, open-ended question** about a problem your product solves. For example: "When you say you're looking at solutions for [category], what's the **biggest challenge** you're currently facing with [specific process]?" Or: "Just so I send the right info — are you currently dealing with [common pain point], or is it something else?" The goal is to **force the prospect to articulate a problem** — if they can't, they're not serious.

**Step 3 — Secure a Commitment:** Once they name a problem, you say, "That's exactly what our best case studies address. Let me send you the one that matches your situation, and let's set up a **short call** next week to walk through it together. Does [day] or [day] work better?" You **bundle the info with a meeting** — never send it standalone.

Weinberg's rule: **If they won't give you a problem or a meeting, don't send the info.** You've qualified them out.

## 3. Why This Works — The Psychology of Control

![What’s the most practical technique from *New Sales. Simplified.*  — 3. Why This Works — The Psychology of Control](/assets/cro-cover-4.jpg)

```mermaid
flowchart TD
    A[Prospect says send me info] --> B[Rep acknowledges request]
    B --> C[Rep asks diagnostic question about problem]
    C --> D{Prospect names a real problem?}
    D -->|Yes| E[Rep offers specific case study]
    E --> F[Rep bundles with meeting request]
    F --> G[Meeting scheduled or prospect declines]
    D -->|No or vague| H[Rep qualifies out politely]
    H --> I[Prospect was never serious]
```

This flowchart shows the **decision tree** Weinberg teaches. The critical branch is at **D**: if the prospect names a real problem, you have **permission to continue selling**. If they can't or won't, you've saved yourself weeks of chasing a dead lead. The technique works because it **reverses the power dynamic** — instead of being a passive order-taker, you become a **diagnostician** who controls the conversation.

Weinberg's experience with sales teams shows that many "send me info" prospects who can't articulate a problem never buy — so you're not losing a deal, you're **not wasting time**. The reps who use this technique consistently report better conversion rates from cold calls because they eliminate the false-positive of a polite stall.

## 4. Handling the Pushback — "I Just Want to See It First"

Some prospects will **push back** on your diagnostic pivot: "No, really, just send the brochure. I'll look at it and call you." This is where **Weinberg's persistence technique** comes in. You don't get flustered. You simply **repeat the pivot** with a different framing:

- "I understand you want to see it first. The thing is, our materials are **customized by use case** — if I send you the wrong one, it'll confuse you. Help me understand what you're trying to solve."
- "I've learned that sending info without context **wastes your time**. Let me ask you one quick question so I send the right thing."

If they still refuse, Weinberg says to **name the stall directly**: "It sounds like now isn't the right time for you. Is that fair?" This **forces honesty** — either they admit they're not ready (and you move on) or they give you the problem to prove they're serious.

The key is **never to let the prospect control the next step**. If you send info without a meeting, you've handed them the **power to ignore you**.

## 5. The "Value-First" Email Follow-Up

If the prospect **insists** on receiving info before a meeting (and you've tried the pivot), Weinberg has a **last-resort email structure** that still maintains control. The email has three parts:

1. **The Hook:** "As promised, here's the case study on [specific problem they mentioned]. I've highlighted the section on [relevant outcome]."
2. **The Value-Add:** "I also included a **one-page summary** of the common mistakes companies make when solving [problem] — you might find it useful."
3. **The Call to Action:** "Let's connect [day] at [time] for a few minutes to discuss how this applies to your situation. I'll send a calendar invite."

The critical detail: **you never send raw product literature**. You always **curate** the information around a specific problem they've (hopefully) named. And you always **attach a meeting request** to the email — not after, but **in the same message**.

Weinberg also recommends **calling immediately after sending** — within a short window — to say, "Just sent it. Did you get it? While you have me on the phone, can I ask one quick thing?" This **disrupts the stall** by keeping the conversation alive.

## 6. Integrating This into a Full Prospecting System

```mermaid
flowchart TD
    A[Outbound call or email] --> B[Prospect interested]
    B --> C[Prospect says send me info]
    C --> D[Apply diagnostic pivot technique]
    D --> E{Prospect names problem?}
    E -->|Yes| F[Secure meeting + send curated info]
    E -->|No| G[Qualify out - not a buyer]
    F --> H[Meeting happens]
    H --> I[Discovery and pitch]
    I --> J[Close or next steps]
    G --> K[Move to next prospect]
```

This flowchart shows how the technique fits into Weinberg's **full prospecting system** from *New Sales. Simplified.* The entire book is about **eliminating time-wasting activities** and focusing only on prospects who will engage. The "send me info" technique is the **gatekeeper** — it separates serious buyers from tire-kickers in under a minute.

Weinberg's system also includes **pre-call planning** (research the prospect's industry pain points), **the value proposition** (a tight statement of the problem you solve), and **the takeaway close** (if they still stall, you say, "Maybe this isn't a priority — let's revisit later"). All of these work together to **keep the rep in control** of the sales process.

The **bottom line**: Weinberg's method is not about being pushy — it's about being **respectful of your own time** and the prospect's time. If they can't articulate a problem, they're not ready to buy. The diagnostic pivot technique is a **practical tool** in the book because it works on **every cold call, every email reply, and every voicemail**.

## 2. The "Sandler Rule" — How to Test Commitment with a Reverse Question

Weinberg’s technique draws heavily on a principle that aligns with the Sandler Sales methodology: **never give information without first extracting a commitment**. The most practical version of this in *New Sales. Simplified.* is to respond with a question that puts the ball back in the prospect’s court. For example, when a prospect says "send me info," you might say:

> "I’d be happy to. But to make sure I send you the most relevant materials, can I ask: what specific challenge are you trying to solve that led you to ask about this?"

This does two things. First, it **forces the prospect to articulate a need** — if they can’t, they were likely just being polite. Second, it **qualifies the lead instantly**: a serious buyer will have at least a vague pain point, while a tire-kicker will often deflect or get quiet. The beauty of this approach is that it doesn’t feel aggressive; it feels helpful. You’re offering to save them time by sending only what’s useful.

Weinberg emphasizes that the key is **not to argue or push back**. You’re not refusing the request — you’re refining it. This subtle shift in framing prevents the prospect from feeling defensive while still maintaining control of the conversation. If the prospect gives a genuine answer, you then have a real opening to continue the discovery process. If they can’t, you’ve saved yourself from wasting time on a dead end.

## 3. The "Three-Question Pivot" — A Scripted Sequence for Real Conversations

Beyond a single question, Weinberg suggests a short sequence that turns the "send me info" moment into a genuine dialogue. Think of it as a **three-step pivot**:

1. **Acknowledge and Validate** — "Absolutely, I can send that over. Before I do, let me ask one quick thing to make sure it’s the right fit."
2. **Diagnose the Pain** — "What’s the main problem you’re hoping this will solve? Is it related to [common pain point in your industry]?"
3. **Test for Urgency** — "And if that problem could be addressed, would that be something you’d want to explore further in a short call next week?"

This sequence works because it **moves from compliance to curiosity**. The first step disarms the prospect — you’re not saying no. The second step invites them to share something real. The third step creates a natural next action that doesn’t rely on them reading your materials. If they answer all three, you’ve effectively turned a stall into a scheduled follow-up. If they resist at any point, you’ve learned they weren’t a serious opportunity.

Weinberg’s core insight is that **most salespeople are too eager to please**. They hear "send me info" and assume it’s a positive signal. In reality, it’s often a soft rejection. By using this pivot, you’re not being pushy — you’re being respectful of both your time and theirs. The technique is practical because it’s low-risk: even if the prospect still insists on just getting the info, you’ve lost nothing. But in many cases, you’ll uncover a real conversation that would have otherwise died in an inbox.

## 4. The "Info Audit" — A Preemptive Strategy to Avoid the Objection Altogether

One of the most overlooked practical techniques in *New Sales. Simplified.* is **preventing the objection before it arises**. Weinberg advises salespeople to audit their own behavior: if you’re frequently getting "send me info" responses, the problem might be in how you’re opening the conversation. Specifically, he suggests reviewing your initial pitch or discovery questions.

If your opening is too product-centric — "Our software does X, Y, and Z" — you’re inviting the prospect to ask for a brochure. Instead, **lead with a problem-oriented question** from the start. For example:

> "Many of our clients in your industry struggle with [specific challenge]. Is that something you’re dealing with?"

This frames the conversation around their needs, not your features. When you start this way, the "send me info" objection is far less likely to appear because you’ve already established a dialogue about their situation. If it does come up, you can then use the pivot above naturally, because you’ve already set the expectation that the conversation is about solving a problem, not just exchanging documents.

Weinberg also recommends **preemptively addressing the objection in your voicemail or email outreach**. Instead of saying "I’ll send you a link," say "I’d love to understand your situation first so I can share only what’s relevant." This small shift in language reduces the likelihood of the stall and positions you as a consultant rather than a vendor. The technique is simple but powerful: **control the frame from the first interaction**, and you’ll spend far less time fighting objections later.

## FAQ

**What if the prospect says they just want to "do their own research"?**
Acknowledge their independence, then ask: "What specific question are you trying to answer? I can point you to the most relevant resource." If they can't name a question, they're stalling.

**Does this technique work for inbound leads too?**
Yes, especially for inbound leads who fill out a form but then say "just send info." The same pivot applies — they've shown interest, but you still need to qualify.

**What if I'm selling a simple product, not a complex solution?**
Weinberg's method works best for B2B with some complexity. For commodity products, "send me info" might be genuine — but you should still ask a quick question to confirm.

**How do I practice this without sounding scripted?**
Role-play with a colleague. The key is **natural curiosity** — ask the question as if you genuinely want to help, not as a tactic. Your tone matters more than the words.

**What if the prospect gets offended by my question?**
If they're offended by a simple diagnostic question, they were never going to buy. Weinberg says **offense is a gift** — it reveals a bad fit early.

**Can I use this in email instead of on the phone?**
Yes. In email, write: "Happy to send info. To make sure it's relevant, what's the biggest challenge with [problem] right now?" Then attach the info only after they reply.

## Sources

- Weinberg, Mike. *New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development.* AMACOM, 2012.
- HubSpot Sales Blog — "How to Handle the 'Send Me Info' Objection"
- Salesforce Blog — "Prospecting Techniques from Top Sales Trainers"
- The Sales Hacker Community — "Mike Weinberg's Prospecting Framework"
- RAIN Group Center for Sales Research — "Objection Handling Best Practices"
- LinkedIn Sales Solutions — "Cold Calling and Prospecting Guides"

## Related on PULSE
- Explore more in the PULSE library.

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What’s the most practical technique from *New Sales. Simplified.* for handling a “send me info” objection?