Matt RyderEx-special ops sniper turned CEO revolutionizing sales calls

'I need to think about it' vs $40M/year CEO's analogy

11 Oct 2026 · 1 min

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In this solo monologue, Matt Ryder uses a penthouse‑versus‑ground‑floor analogy to illustrate how a higher perspective lets a person see and absorb far more information, enabling better decisions. He argues that the common sales or leadership objection “I need to think about it” can be overcome not by giving the prospect more time, but by shifting the way they think—moving them from a limited, ground‑floor viewpoint to a broader, penthouse viewpoint. To achieve that shift, Ryder suggests adopting the decision‑making habits of those who have already reached the “penthouse,” i.e., taking actions that place you in a position to gain a wider perspective. The core takeaway is that reframing the objection as a perspective change opens the first door to moving the conversation forward.

Chapters

Oh, this all sounds really good. Just need to go away and think about it. Let's just say you're at the penthouse and you're really high. You can see a lot, so you can intake a lot of information. But if you're at the ground floor, you can't see anywhere near as far, so the amount of information you can intake is much less. So if I had to get from one place to another, I'm in a much better position if I have a higher perspective. To get that perspective, you have to make the decisions of the person that got to the penthouse. So what are the things that you feel like you need to do to put yourselves in the right position to where you can make that shift? If we can make a perspective shift— it's not that I need to go and think about it, it's that I need to think about it differently— that's the first little door that you have to open into overcoming a think about it objection.