Matt Ryder, an 8-figure CEO, advises salespeople on handling three common challenges: pre-handling prospects who expect guaranteed earnings like $100K in two months by exposing why guarantees don't work, asking impact questions only when prospects are genuinely open to them, and structuring strategy calls to focus on outcomes first rather than forcing deep discovery early.
Yash, go for it, buddy.
It's like a marketing package. So they want to watch that. There's no guarantee, but the prospects are interviewing other people. They're guaranteeing they'll make $100 grand their first 2 months. How can you pre-handle that or handle that objection?
In the solution awareness component, you need to find out if they've been looking at things and what's preventing them from moving forward. And then from there, just dismantle the idea of a guarantee. What if the person signs up, they guarantee $100K a month, the person never lifts a finger? They're going to give them the money back?
No, they're not.
And so like, I'm not going to guarantee it because what if you don't do the work? It's a pre-handle issue, not a handle issue.
Whenever I ask the impact question, it almost never lands. What's a way to ask it? Where are you asking that? In problem awareness. See, I don't really ever ask it in problem awareness. It's just too early.
No, it's not that it's too early. It's just that you have to feel it out whether or not it's worth asking. If you feel like you can do it and you feel like you've got the prospect to open up and you feel like you're having that conversation, then ask that question. But don't ask questions just because it's there based off the conversation that you want to be having if you're not having it. Asking in a personal capacity can be somewhat difficult if you don't feel comfortable. So if you're getting that a lot, you can make it easier for yourself. Is that affecting the amount of money in which you're willing to invest? You know what I mean? So you can put it in like a more of a professional, All right, Billy.
When somebody else sets a call for you and you listen to that triage and you feel that maybe there was a more effective path they could have gone to get to that problem, when I have the strategy call with them, would you recommend that I start from the top and go down that path, or do you think I should just start right from the rationale?
The reality is the real problem will present itself towards solution and consequence anyway. You've got to remember, like, the first 10 minutes of a call is filler that's just designed to get them into a funnel where you can have the conversation that you need to be having. We don't need to uncover the real deep, dark problem in the first 5 minutes because we're selling them something. On the solution. You don't sell on the program, the service. You sell on the outcome. That solution is only going to be present or available if multiple problems are solved. So like, I don't think we need to get too worked up about that.
