Matt Ryder argues that most sales objections boil down to money concerns, not the reasons people give. Skip the reframing tactics and ask directly: "Do you feel this could be the answer for you?" If they say yes, the real issue is time, a partner's approval, or needing to think it over.
So many people think that. Objection. Handling is this, like, extraordinarily complex thing that people have to, like, learn how to ninjutsu their way around absolutely everything. But the reality is that most objections are not that they're just a concern and they're not scared to spend the money. We don't need to learn these crazy reframes. We can. And there's a time and a place for that. Okay, but you don't have to. And the reality is that most of them are just money concerns. If they need time, it's because they need time to get the money. If they want to go talk to their partner, it's because they need to talk to their partner. About what? Spending the money. If they want to go away and think about it, then what do they want to do? They want to think about spending the money. So if you're going to put time, effort, energy and focus into something, then do it on the money. Objection. Okay, it starts off with money aside. Do you feel this could be the answer for you? That's very specific wording. Okay, that's a great way to start.
