Matt Ryder breaks down what "I'll think about it" really means in sales. He sorts objections into three types: money, partner, or fear. Then he shows how to validate the feeling and reframe it so people actually decide.
What is a think about it objection and how do we handle them? First things first, it's either gonna be a money or a partner objection, or it's gonna be something where they're afraid to succeed or they don't know that it's gonna work. So there are a bunch of different options. So first thing you have to do is actually define what it is you're dealing with. So let's just assume you define it into a money, deal with money. You define it into a partner, deal with a partner. If it becomes a genuine think about it objection, like, hey, I just make decisions this way, this is how you deal with that. Step 1, I go, okay, man, like, do you think that your mindset shapes your decision-making at all? Oh yeah, of course. Okay. Are you 100% happy with where you're at in regards to exactly what you guys are talking about? And they're gonna go, no, I'm not. Do you want to allow that decision-making process to dictate your results and your life moving forward? And that's sort of step one. If they're like, that makes sense, I just really need some time though— this is hard, and I understand that. Okay, so we're gonna validate their feelings, and then we're gonna do a reframe. Now let's just say you're on a desert island, you were surrounded by water. That's your whole world. So every single decision you make is based on that. But in order to kind of see the world for what it is and get the perspective that you want, you have to be on top of the mountain. So how do we get there? Step 1, we got to put on the boots. We have to make decisions and we have to start moving forward. How do we put you in a situation where when you go to bed tonight, you know that you're doing everything that you can to get where you want to be? But essentially, you need to try and change the person's perspective and how they think.
