Matt Ryder breaks down handling sales objections in two steps: first treat them as logistical problems and ask about funding or practical barriers, then reframe fear-based objections by asking prospects to imagine a scenario with no failure and how they'd act differently.
When you're in a sales call and you get an objection, it's either going to be logistical or fear. And this is exactly how you handle both of those. The first thing is always assume it's logistical because it probably is. Handle logistical first. If you start beating people over the head with a mindset bat when it's like they need to figure out a way to come up with the funds, they actually need to figure that out. You're going to lose that sale every single time. Okay, so have the word track. Hey, money aside, do you feel like this could be the answer? Yes. Why is that? Okay. What is it about? Is there anything specific that you find would be of most benefit to you in the program or the thing, the service, whatever it may be? Yes. Why that? Okay, cool. What are some ways we can come up with the funds? All right. Then from there, go through like they're bored and have a normal ass conversation with somebody after that. Then if it transitions into that more fear-based stuff, like then figure out, have you not driven the urgency or whatever? An easy way is like, hey, that makes sense. We all make decisions based on our perspective. I no longer need to make you make a decision to buy. I just need you to agree that you're in a different perspective. Different perspective is make you think differently. If you think differently, then would you act differently? If you'd act differently, then how would you act differently? Okay, cool. What would you do if you knew you could never fail? If you knew you could never fail, I would do this. Okay. So why are you acting like a failure? All right. So that's the baseline. That's how you do it. I hope you enjoy it. Bye.
