Matt Ryder breaks down how to handle objections in high-ticket sales. Start with the money objection by asking prospects where they'd find funding, then move to partner resistance by testing if they'd proceed anyway. Use fear-based reframes to challenge their current situation, or vivid analogies if those fail.
Hey Matt, this sounds amazing. I'm 100% sold. I just need to take 24 hours, check my finances, and make sure my partner's on board. I've just been shotgunned with a bunch of different objections. It's more identifying the objection that you want to handle first, right? So money is the easiest. So I'm going to ignore everything and I'm going to go for money. If you did have the finances available, would this be the answer to you? Where do you think we can find the funding to get the training or the coaching to actually get you where you want to go in your business? Let them come up with their own solutions. Then what they might do is go, yeah, that works. That sounds really good. I just need to check with my partner. We're now into a partner. Objection. So how are you going to learn the skills if your partner doesn't want you to invest? Now, there are 2 results here. Well, I would proceed anyway, in which case we know that we can get that sale, or they say they won't proceed. So now I'm going to go into my more fear-based reframes. I need to change the way they think. Are you 100% happy with where you're at with XYZ right now? Are you okay with that decision-making process dictating your life and your results moving forward? If that doesn't work, then we'll go into a more specific analogy, an island analogy. It's a system. And so objection handling is like anything else in life. You have to study it. You have to understand where you're going.
