Shatter "I'll think about it" objection like a $40M/year CEO
In this short sales‑coaching clip, Matt Ryder and a fellow speaker discuss how to recover from the common prospect objection “I need to go think about it.” Ryder suggests first probing the prospect’s satisfaction with their current business situation, then reframing the decision‑making process as a choice that either keeps them stuck or moves them forward. He introduces a 1‑to‑10 scaling question, not to ask how important the deal is, but to gauge the prospect’s happiness with their current state. By asking “Why aren’t you a 2?” instead of “Why aren’t you a 9?” the coach creates a “spring” effect that nudges the prospect to elevate their rating, effectively moving them toward a higher commitment level. The dialogue illustrates how to use the scale to surface underlying objections, re‑position the decision, and guide the prospect toward a more favorable response.
