Matt Ryder shares a sales technique that separates belief from objection: ask "Do you think this will work?" Money aside. If they can't name a specific doubt, it's nerves you can coach through. If they can, you fix that concrete issue.
None of these objections matter if they don't think it's gonna fucking work. The most fundamental question I always, always ask, do you think this is gonna work? They won't even say a word. They'll just be like, uh. Okay, so you don't think it's gonna work, and that's okay. I probably didn't explain everything the right way. I have people like you doing X, Y, and Z, doing way bigger numbers, and this is what they did, so I know it works. So what specifically is keeping you from being 100% certain that this is what you need? If they can't name it, then you coach them on, hey, I think it's just a little bit of nerves. If they can name it, then it's just like a product question.
The wording of what you said is so important because what you're not doing is actually asking about the transaction event. I do a similar, right, with money. I go, money aside, do you feel like this could be the answer? What I'm not saying is, would you do it?
