Matt Ryder breaks down the four types of objections salespeople face: money, think-about-it, logistical, and fear. He argues most reps waste time on the wrong ones. Address money and logistics first, or you'll lose the deal.
One of the most difficult things when you're dealing with objections is that you can get a shotgun blast of objections. Hey, this sounds really good. I just want to go away and think about it. Check with my account and my partner and then do this, this, and this. The problem is that a lot of people try and handle the individual objections, and so you never actually resolve any of them in particular. What I've given you here is a hierarchy. You've got money, think about it, and partner, and then you've got logistical and fear. Now logistical is always more important to deal with than fear. The reason for this is because if it is logistical and you start Talking about mindset crap, you will immediately turn that person off. It's instantaneous. They hate you and they will never buy. So money logistical is the most important thing to handle. Even if they don't say money, just do money objection. I have plenty of guys that I know that do a lot of sales. They don't even listen to the objection. They just go, money aside, do you feel like this could be the answer? Why? Because it's probably the money. If they want to go away and think about it, guys, what do they want to think about? Spending the money. If they want to speak to their partner, what do they want to speak to their partner about? Spending the money. And so it's just important that you have this in your head. Logistical money is most important. Then from there, You can go through partner or think about it, whatever it is they give you next.
