Matt Ryder breaks down how to handle the three most common sales objections: money, partner, and time. He uses a $10,000 duffel bag example to show price resistance is reframable, positions himself as a collaborative ally with spouses, and shifts prospects from "I need to think about it" to commitment by addressing the fear underneath.
How to handle money, partner, time, and think about it objections. Number 1 is money. When we do objections, the first thing we have to do is kind of just get rid of it. So I can understand from what you said that money might be an issue. Like, let me ask you a question, man. If someone gave you $10,000 in a duffel bag and said, hey, this is for your sales training, your personal development, would this be the answer for you? And if you've done your pitch and your presentation well, they'll usually say yes. Now I understand that some people, money is kind of tidal. It goes up, it goes down, moves in, moves out. What are some ways that you think that we can come up with the funding so that you can learn the skills to be able to increase What I've done there is I've got on the same side of the table as them, so I'm no longer adversarial. I'm now a partner with them moving forward. Now I have eliminated logistical money. They might go, yeah, man, that sounds really good. I just really need to speak to my wife about it. Same process again. Let's just say your partner was here and they kind of understood and had the perspective and context of the conversation that we had today. Do you feel like your partner would be on board with you learning the skills so that you can provide a better life for your family? If they say no, I'm not going to move forward without their permission. If they say I'm going to move forward anyway, you then go hard in the paint. Now what's going to happen? They might give you a time, same thing again, and then they might give you, you know, it sounds really, really good, man. I know I need to do it. I just really need to think about it. Okay, so now you're in a situation where there is no more logistical objections that are standing in your way, and you need to transition over to fear. And if you guys want a more step-by-step guide on how to do that, we'll link our objection handling matrix in the comments below. Comment down below, we'll make sure that it gets sent to you.
