Matt Ryder breaks down why salespeople panic at objections. Price objections are really about perceived value, timing is about priority, and when someone says their spouse won't agree, they're dodging responsibility. Stop defending and start diagnosing.
Your objection handling sucks because you treat them like they're a bad thing or that like there's some horrible shit that you have to deal with. Objections are just simple concerns, not disrespectful. Price is really just about like, I'm not sure if I see the value in what you're doing. Timing means like priority, right? Need to think about it is usually certainty. Spouse means like that they don't really want to be the one responsible for making the decision. So like it's an abdication of responsibility, which is usually going to come down to the fact that like they don't trust themselves to actually do the thing. So they get to blame their wife and then like they never tried. So like they can be loser for the rest of their life and it's sort of like not on them, it's on their wife. You can label it and you can do whatever you want, but like objections are inevitable and you understanding where they actually come from and not accepting them is what allows you to overcome them. If you need to go and ask your wife for the decision to buy a fucking coffee, then like how are you gonna with any level of conviction and confidence overcome a spouse objection? That's not to say that you just having that will give you the magic ability to overcome any objection, but you have to have a starting point. So you stop defending, start diagnosing objections, and they actually become fairly simple.
