Matt Ryder shows how to flip the "I need to think about it" objection by offering a hypothetical: a duffel bag with $10,000 for sales training. The move forces prospects to confront whether money is really the issue, turning vague hesitation into a concrete budget conversation.
Someone says, I need to think about it. What do you say?
I go, all right, Pat, if someone just gave you a duffel bag with $10,000 in it and said, this is for your sales training, do you feel like this would be the answer for you?
In doing that, you're turning the I need to think about it into a potential money objection.
Yeah, because most of the time it's money. Sometimes for our clients, money can be an issue because they haven't learned the skills to make more commissions yet. So have you thought of any ways where you can come up with the funding where you can learn the skills to XYZ? Then from there I could go, okay, well, is it the upfront amount that you're finding a little bit hard to bear? Even though I haven't addressed their initial concern, which is I need to think about it, I then go all the way through and I If I was to break that down into more digestible segments, that would be easier for you. Oh, I didn't even know that was a thing. 4 payments of $2,500. Okay, so just in theory, 4 payments of $2,500, that works in your current budgetary constraints? Yes, it does. How would you like to proceed from here?
