Matt Ryder argues most sales objections are really about money. He proposes asking prospects to set cost aside and confirm they want the solution, then work backward to find funding. Memorize this one question and use it every time.
Basically, all objections are a form of money objection. If somebody wants to think about it, they want to go think about spending the money. If they want to talk to their partner, they want to talk to their partner about spending the money. And so if we realize that when you get a shotgun blast objection like, yeah, that sounds really good, man. I just kind of want to go away, think about it, speak to my accountant, check the finances, and then just like speak to my partner. And then what do we do? Like schedule a call back in 2 weeks? I would just go, yeah, man, money aside, do you feel like this could be the answer for you? Like, I just ignore all that shit. The reason being is because it's just money. Now, sometimes they go, oh no, it's not about the money. You have to take them through a process that gets a very clear logistical and tangible outcome. So money aside, do you feel like this could be the answer for you? Yes. Why is that? Blah, blah, blah. Is there anything specific that you feel like is the key to the castle for you? Yes. What's that? This. Okay, so what are some ways that we can come up with the funds to where you can get the thing you just said that is the key to you getting the outcome? Well, I just want to go away and talk to the wife. Sweet. But now you have the backstop. That logistical door is closed. They can no longer be like, well, the money. So always, always, always, always just go for money. It is the best default. Learn it, memorize it. I should be able to kick you in your sleep and go like, oh, it's a bit expensive. And you just go, money aside. Okay, just do the basics well.
